Manager – B2B Insurance Lead Generation

Upstox; Bengaluru Urban; On-site; INR 1,500,000 - 2,100,000; Full time

Job summary

Upstox is hiring a Manager – B2B Insurance Lead Generation in Bengaluru to own the top of the funnel for the new EB business. You will lead a team of SDRs, define ICPs, and build multi-channel outreach while personally engaging senior decision-makers.

You will also craft lead management processes, track pipeline, and mentor the team to hit monthly targets, while collaborating with marketing and product to optimize the EB offering.

Qualifications

• 5+ years of experience leading a B2B SDR/lead generation team with monthly pipeline targets.
• Strong understanding of ICP definition, list building, qualification frameworks and lead scoring.
• Hands-on with lead management tools and sales engagement platforms.

Responsibilities

• Lead management framework from sourcing to sales handover, including scoring and cadences.
• Define ICP by industry, size, geography and benefits setup; refine from data.
• Build multi-channel outreach playbooks across cold calls, email, LinkedIn and referrals.
• Plan renewal-cycle outreach to engage prospects before policy renewals.
• Hire, onboard and train SDRs; set daily/weekly/monthly targets and coach the team.

Skills

SDR leadership

Lead generation

CRM proficiency

Sales tools

CXO outreach

Data driven

Education

Graduate degree

MBA preferred

Tools

LinkedIn Sales Navigator

Apollo

ZoomInfo

Job description

Company: Upstox

Location: Bengaluru

Work arrangement: 5 days in the office

Function: Insurance – B2B Sales (SDR / Lead Generation team)

About Upstox

At Upstox, we’re building the future of investing — simple, powerful, and for everyone. We're one of India’s fastest-growing fintech platforms, backed by the best in the business, including Mr. Ratan Tata and Tiger Global, and on a mission to make wealth creation accessible to every Indian. From first-time investors to seasoned traders, millions trust us to power their financial journeys. We're not just moving fast — we’re moving with purpose. If you thrive in a high-energy, high-impact environment, you're in the right place.

The Role: Manager – B2B Insurance Lead Generation

Upstox Insurance is building a B2B Employee Benefits (EB) business that helps corporates protect their employees through group insurance. As Manager – B2B Insurance Lead Generation, you’ll own the top of this funnel — building the lead management strategy, defining and building the list of target corporates, and leading a team of SDRs that consistently delivers the number and quality of leads the B2B sales team needs, month on month.

This is a player-coach role. Alongside managing the team, you’ll carry your own outreach target and personally call and engage decision-makers at target corporates. If you love building pipeline from scratch and leading from the front, this role is for you.

What You’ll Own

Lead Generation Strategy & Lead Management

• Lead management framework: Design and own the end-to-end framework — sourcing, qualification criteria, lead scoring, handover to sales, follow-up cadences and recycling of cold leads.
• Ideal customer profile: Define the ICP by industry, employee strength, geography and current benefits set-up, and refine it based on conversion data.
• Outreach playbooks: Build multi-channel playbooks across cold calling, email, LinkedIn, referrals, partner channels and events.
• Renewal-cycle planning: Plan outreach around corporate policy renewal cycles so prospects are engaged well ahead of their group insurance renewal dates.

Target Account List Building

• Target list: Build, segment and continuously enrich a target list of suitable corporates, with mapped decision-makers across HR, Finance, Admin and leadership.
• Research & data tools: Use tools such as LinkedIn Sales Navigator, Apollo and ZoomInfo to identify accounts and verify contact data.
• Data hygiene & prioritisation: Maintain data hygiene and prioritise accounts by size, fit and likelihood to convert.

Pipeline Delivery to the Sales Team

• Qualified pipeline: Ensure the B2B sales team receives the agreed number of qualified leads and meetings every month.
• Monthly targets: Agree monthly lead and meeting targets with B2B sales leadership, aligned to sales capacity and revenue goals.
• Feedback loop: Run a regular feedback loop with sales on lead quality and conversion, and adjust targeting, messaging and qualification accordingly.

Team Leadership & Motivation

• Hiring & training: Hire, onboard and train SDRs on prospecting, pitch, objection handling and Employee Benefits products (e.g., Group Health, Group Personal Accident, Group Term Life).
• Targets & reviews: Set clear daily, weekly and monthly activity and outcome targets for each team member, and review progress through huddles and dashboards.
• Coaching & culture: Coach the team through call audits, role-plays and one-on-ones; drive a high-energy, performance-oriented culture.

Individual Contribution

• Personal target: Carry a personal monthly target for outreach, calls and meetings set.
• CXO outreach: Personally call and engage senior decision-makers (CHROs, CFOs, founders) at priority and large accounts, and set up meetings for the sales team.
• Lead from the front: Take the lead on strategic accounts and new segments to build playbooks the team can replicate.

Tools, Reporting & Analytics

• Lead management stack: Own the CRM, dialers and sales engagement tools, and ensure full and disciplined adoption by the team.
• Dashboards & MIS: Build dashboards and share weekly and monthly MIS with the Business Head on activity, pipeline, conversion and target achievement.
• Data-led allocation: Use data to identify what is working by channel, segment and message, and reallocate team effort accordingly.

Cross-Functional Collaboration

• Collaboration: Work with Marketing on campaigns, content and inbound lead flow; with Sales on smooth handovers; and with Product and Operations to bring market feedback back into the EB offering.

How Success Is Measured

• Qualified leads delivered: Sales-qualified leads / meetings handed over to the B2B sales team each month vs. target.
• Meetings held: Share of scheduled meetings that take place with the right decision-maker.
• Funnel conversion: Lead to meeting to proposal conversion rates, tracked by industry, company size and channel.
• Team productivity: Calls, connects, emails and LinkedIn touches per SDR per day/week.
• Self-outreach target: The Manager’s personal monthly target for outreach, calls and meetings set.
• Data quality: Accuracy and completeness of the target account list and CRM records.

Who You Are

• 5+ years of experience leading a B2B SDR / lead generation team, with a proven track record of delivering monthly pipeline targets.
• Strong understanding of lead management: ICP definition, list building, qualification frameworks, lead scoring and sales handover.
• Hands-on with lead management and sales engagement tools — CRM, dialers, LinkedIn Sales Navigator and data platforms.
• Excellent cold calling and outreach skills, with the confidence to engage CXO and HR leadership directly.
• Demonstrated ability to hire, coach, motivate and retain a high-performing team.
• Data-driven, with comfort in building and reading dashboards and MIS.
• Excellent communication skills.
• Willing to work on-site from Bengaluru.

Good to have

• Experience in insurance, Employee Benefits or group health, or B2B selling to HR and Finance teams (e.g., HR-tech, payroll, fintech, SaaS).
• Familiarity with insurance distribution and the IRDAI regulatory environment.
• Graduate degree; MBA preferred.

Why This Role Rocks

• You’ll build the top of the funnel for a brand-new B2B Employee Benefits business at one of India’s fastest-growing fintech platforms.
• You’ll have high ownership and visibility — your pipeline directly drives the revenue of the B2B insurance business.
• You’ll be a true player-coach, building a high-performing SDR team while leading from the front with CXOs.
• You’ll work with a passionate, fast-moving team across insurance, sales, marketing and product.
• Every corporate you bring in helps protect thousands of employees and their families.

By applying for this position, you acknowledge that you have reviewed our Prospective Employee Privacy Notice, which outlines how Upstox collects, uses, and protects your Personal Information ("PI"). I accept Upstox's Prospective Employee Privacy Notice.

Upstox is an Equal Opportunity Employer; all qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, veteran status, or other characteristics.