We’re seeking a high-impact, results-driven Business Development Senior Manager to join our growing team and help drive the future of employer health benefits through ICHRA. This role offers the opportunity to make a meaningful impact by expanding our employer segment through broker partnerships and new business development. 

You’ll work closely with the General Manager, Employer and Individual, and VP, Business Development to execute growth strategies, refine go-to-market positioning, and convert opportunities into long-term partnerships. Ideal candidates are passionate about building relationships, collaborate with cross functional teams, thrive in fast-paced environments, and are motivated to deliver consistent sales performance. 

What you’ll do: 

• Build, manage, and grow a network of broker and consultant partners to drive ICHRA adoption. 

• Prospect, cultivate, and convert new broker and employer relationships into active business. 

• Own the full sales cycle, navigating complex, consultative deals with small, mid-market, and enterprise employers. 

• Develop and execute business development plans aligned to growth targets and employer strategy. 

• Partner with Marketing to create and refine sales enablement tools (e.g., pitch decks, campaigns, webinars, conference materials) and improve targeting and positioning. 

• Represent the company at conferences, broker events, and client meetings; confidently lead presentations and webinars. 

• Maintain strong pipeline discipline, including tracking opportunities, managing follow-ups, and driving conversion. 

• Collaborate with cross-functional teams (Sales, Marketing, Product, Operations) to ensure seamless delivery and a strong client experience. 

Specialized Skills & Competencies 

• Strong relationship-building and partnership development capabilities 

• Advanced consultative selling and negotiation skills 

• Experience selling group health insurance, including direct experience selling ICHRA 

• Excellent verbal and written communication skills, including presentation delivery 

• Strong analytical thinking and ability to translate strategy into execution 

• High level of organization, attention to detail, and pipeline management discipline 

• Self-starter mindset with the ability to thrive in ambiguity and proactively solve problems 

• Collaborative approach with experience working across cross-functional teams 

What you’ll bring: 

• Bachelor’s degree in business, marketing, sales, or another related discipline 

• 10+ years of business development or enterprise sales experience in healthcare or insurance 

• Proven success prospecting, negotiating, and closing complex deals 

• Experience managing full sales cycles with mid-market and enterprise employers 

• Strong communication and presentation skills, including leading client discussions and engagements 

Required: 

• Established group broker and consultant relationships with a track record of activating and growing partnerships 

• Direct experience in ICHRA environment 

• Deep understanding of ICHRA and group health insurance solutions 

• Experience representing organizations at conferences, broker events, or industry forums 

Reporting Structure 

Reports to: General Manager, Employer & Individual 

Key Partners: Sales, Marketing, Product, Operations 

Work Environment 

This role operates in a flexible or remote environment with travel required for broker meetings, conferences, and client engagements.