Head of Business Development

The Leadership In Insurance Podcast; California; On-site; USD 120,000 - 150,000; Full time

Benefits offered by this job

Competitive compensation (base + performance bonus + equity)

Comprehensive benefits

Job summary

A growing digital insurance firm is seeking a Head of Business Development to own national broker distribution and build a go-to-market engine. The ideal candidate will have 7+ years in insurance distribution, a track record in scaling distribution, and a deep understanding of broker channels. Competitive compensation and benefits are offered, with a clear career development path.

Qualifications

• 7+ years in commercial or specialty insurance distribution with national responsibility.
• Proven track record scaling distribution at an insurtech or high-growth specialty carrier/MGA.
• Deep understanding of wholesale and retail broker channels across the U.S.

Responsibilities

• Build and execute the broker GTM: segmentation, territory coverage, producer scorecards.
• Acquire, appoint, and activate wholesalers and key retail networks.
• Lead and coach a small BD/partnerships team.

Skills

Commercial or specialty insurance distribution

Building GTM motions

Cross-functional leadership

Digital distribution expertise

Job description

Overview

Head of Business Development — About the client: Early-stage, venture-backed digital MGA in rapid growth. They combine modern underwriting, data, and a broker-first digital experience (portal/API) to deliver fast, precise coverage across targeted specialty/commercial lines. Strong capacity partners in place and a healthy pipeline across priority regions.

The opportunity

Own national broker distribution and build the go-to-market engine from the ground up. You’ll activate wholesale and retail channels, shape appetite with underwriting and product, and hire a small team to drive predictable GWP. Clear path to expand scope into VP/Chief Commercial Officer as the business scales.

What you’ll do

• Build and execute the broker GTM: segmentation, territory coverage, producer scorecards, quotas, enablement
• Acquire, appoint, and activate wholesalers and key retail networks; drive submissions and improve quote-to-bind
• Lead, coach, and grow a small BD/partnerships team; set operating cadence, dashboards, and forecasts
• Close the field feedback loop with underwriting/product (appetite, pricing signals, portal/API priorities)
• Launch repeatable campaigns with marketing: roadshows, webinars, co-marketing, and case studies
• Expand digital distribution via portals, marketplace/aggregator integrations, and embedded/API partners
• Structure producer agreements, appointments, and incentives with compliance and legal
• Partner with carrier/reinsurer capacity providers on growth plans and reporting

What success looks like in 12 months

• Net-new active producing brokers in priority states consistently delivering bound premium
• Predictable pipeline with improving conversion, cycle times, and unit economics
• GWP at or above plan; rising broker NPS and repeat placements
• A high-performing team operating against clear territories, targets, and playbooks

What you’ll bring

• 7+ years in commercial or specialty insurance distribution with national responsibility
• Proven track record scaling distribution at an insurtech or high-growth specialty carrier/MGA
• Deep understanding of wholesale and retail broker channels across the U.S., with a durable network
• Evidence of building GTM motions, territory models, compensation plans, and enablement that drive GWP
• Strong operator: CRM rigor, forecasting accuracy, funnel metrics, and data-driven decisions
• Cross-functional leadership with underwriting, product, marketing, operations, and compliance

Nice to have

• Experience in lines such as cyber, excess casualty, management liability, marine, property cat, or other E&S classes
• Digital distribution expertise: portals, APIs/embedded, marketplace/aggregator integrations, comparative raters
• Early ownership in a category-shaping MGA with strong capacity and momentum
• Real ability to build the distribution engine and team your way
• Career development path into broader commercial leadership as the company scales
• Competitive compensation (base + performance bonus + equity) and benefits

Seniority level

• Director

Employment type

• Full-time

Job function

• Business Development

Industries

• Insurance