Relationship Manager – SME Corporate Insurance broking (Sales)

Build and maintain strong, long-term relationships with existing and prospective clients.

Understand client requirements and recommend appropriate products or services.

Act as the primary point of contact for assigned clients.

Regularly follow up with clients to ensure satisfaction and identify new business opportunities.

Generate leads through referrals, networking, calling, and other business development activities.

Achieve assigned sales, revenue, and relationship-management targets.

Handle client queries, concerns, and escalations professionally and ensure timely resolution.

Coordinate with internal teams to ensure smooth service delivery.

Maintain accurate records of client interactions, follow-ups, and sales activities.

Identify opportunities for cross-selling and upselling.

Prepare and share periodic client and sales reports with management.

Stay updated on company offerings, industry trends, and competitor activities.

Build and maintain strong, long-term relationships with existing and prospective clients.

Understand client requirements and recommend appropriate products or services.

Act as the primary point of contact for assigned clients.

Regularly follow up with clients to ensure satisfaction and identify new business opportunities.

Generate leads through referrals, networking, calling, and other business development activities.

Achieve assigned sales, revenue, and relationship-management targets.

Handle client queries, concerns, and escalations professionally and ensure timely resolution.

Coordinate with internal teams to ensure smooth service delivery.

Maintain accurate records of client interactions, follow-ups, and sales activities.

Identify opportunities for cross-selling and upselling.

Prepare and share periodic client and sales reports with management.

Stay updated on company offerings, industry trends, and competitor activities.

Position: Corporate Sales (Direct B2B)

Location : Mumbai

Experience: 6 to 12 years

Job Purpose

Drive business growth by acquiring and managing Large Corporate and SME clients while expanding Insurance Brokers & presence in the commercial insurance market. The role is responsible for generating revenue, developing long-term client relationships, and delivering

risk management solutions across multiple insurance product lines.

Key Responsibilities

Business Development & Revenue Growth

 Acquire and develop Large Corporate and SME accounts to achieve assigned revenue and profitability targets.

 Identify new business opportunities, emerging market segments, and growth areas within the commercial insurance space.

 Build a strong pipeline of prospects through networking, referrals, industry associations, and direct business development initiatives.

 Drive client retention, cross-selling, and up-selling opportunities to maximize account value.

Consultative Sales & Risk Advisory

 Engage with CXOs, CFOs, HR Heads, Finance Leaders, Procurement Teams, and Business

Owners to understand business risks and insurance requirements.

 Provide customized risk management and insurance solutions rather than competing solely on price.

 Deliver end-to-end insurance advisory services, including risk assessment, policy structuring, and coverage optimization.

Product Portfolio Management

Promote and grow business across key commercial insurance lines, including:

 Property Insurance

 Marine Insurance

 Employee Benefits (Group Mediclaim, Group Personal Accident, Group Term Life, etc.)

 Liability Insurance (Directors & Officers Liability, Public Liability, Professional Indemnity,

Cyber Liability, Product Liability, etc.)

 Other Commercial & Specialty Insurance Solutions

Client Relationship Management

 Build and maintain strong relationships with key decision-makers across client

organizations.

 Act as a trusted advisor and primary point of contact for corporate clients.

 Ensure exceptional client servicing and timely resolution of customer requirements.

Business Operations & Stakeholder Management

 Coordinate with underwriting, placement, claims, servicing, and operations teams for

seamless execution of business.

 Ensure profitable business growth by maintaining an optimal product mix and healthy portfolio quality.

 Monitor business performance and take corrective actions to achieve both top-line and bottom-line objectives.

Compliance & Governance

 Adhere to company policies, operational processes, and internal controls.

 Ensure full compliance with IRDAI regulations, insurance broking guidelines, and statutory requirements.

 Maintain high standards of ethical business conduct and corporate governance.

Key Performance Indicators (KPIs)

 New Client Acquisition

 Revenue Generation (Top Line)

 Portfolio Profitability (Bottom Line)

 Client Retention Ratio

 Cross-Sell & Upsell Revenue

 Product Mix Penetration

 Collection Efficiency

 Customer Satisfaction & Service Excellence

Qualifications

 Graduate in any discipline.

 MBA/PGDM in Marketing, Sales, Finance, or Insurance preferred.

Experience

 Proven experience in Corporate Sales, Commercial Insurance, Employee Benefits, or Risk Advisory.

 Strong network among corporate clients, SMEs, and decision-makers.

 Experience in General Insurance, Insurance Broking, or Financial Services industry preferred.

Required Skills & Competencies

 Strong understanding of commercial insurance products and risk management concepts.

 Knowledge of IRDAI regulations and the Indian insurance market.

 Excellent consultative selling, negotiation, and presentation skills.

 Strong relationship management and stakeholder engagement abilities.

 Business acumen with focus on revenue growth and profitability.

 Ability to work in a fast-paced, target-driven environment.

 Proficiency in CRM platforms, sales tools, and Microsoft Office applications.

The Mission: TestMu AI

TestMu AI (formerly LambdaTest) is an AI-native platform moving software testing beyond automation into the era of agentic intelligence.

We provide end-to-end AI agents that manage the entire Quality Engineering lifecycle.

• Full-Stack AI Agents: Autonomously plan, author, and execute tests.
• Comprehensive Coverage: Supporting web, mobile, and enterprise apps.
• Real-World Testing: Scale execution across real devices and browsers.
• Continuous Optimization: Self-learning agents that enhance testing depth

What You’ll Own (and Ace)

You're not here to manage. You're here to lead, grow, and wow. Join a company that’s redefining how the world tests software. At LambdaTest, you’ll drive impact at scale and thrive in a high-growth, innovation-first environment.

You’ll Thrive Here If You Have

✅ Account Management Experience:

• 7-12 years of experience in Account Management within SaaS or enterprise technology.

✅ Account Management Skills:

• Proven success in managing large and complex accounts, including C-level stakeholder engagement.
• Strong relationship-building skills combined with commercial acumen.
• Proficiency in CRM tools (e.g., HubSpot, Salesforce) and Excel for account planning.

✅ Bonus Skills:

• Knowledge of DevOps, QA tools, or cloud infrastructure is a plus.

Your Mission

🤝 Relationship Management

• Own key accounts and be their go-to point of contact
• Deep dive into usage patterns, feedback loops, and business needs
• Deliver insights that help clients scale smarter

📈 Business Growth

• Identify and close upsell/cross-sell opportunities
• Drive account renewals, expansions, and product adoption
• Focus on managing and growing Enterprise Accounts with significant revenue potential and intricate stakeholder relationships.



🎯 Performance + Coordination

• Track and report account performance regularly
• Collaborate with internal teams (Sales, CS, Product) to unlock value
• Resolve blockers and challenges without waiting to be asked

What Your Day Looks Like at LambdaTest

• Every day is dynamic, fast-paced, and full of opportunities to make an impact:
• Morning huddle to align goals with your pod
• Strategic calls with enterprise clients to drive engagement
• Deep dive into client metrics to identify new value opportunities
• Syncs with product, sales, and CS to resolve blockers and deliver exceptional service
• Time for learning, mentorship, and driving innovation in client strategies
• Wrap with a performance review and prep for a stronger tomorrow

Meet Your Mentors

Saahil Menoki - VP of Sales, A scale-driven SaaS leader with zero tolerance for mediocrity. Expect mentorship, autonomy, and high-growth momentum.

Growth Timeline at TestMu AI

Your role isn’t a stop, it’s a launchpad.

Here's an overview of what growth looks like here based on your performance:

Perks That Matter

• Comprehensive Health Insurance: 100% premium covered for you + family (spouse, kids, parents), with cashless claims, maternity, and annual check-ups.
• Meals On Us: Fresh, daily lunch and dinner served at the office.
• Cab Facility: Safe, GPS-enabled transport for eligible shifts, home-office-home.
• POD Engagement Budgets: Quarterly team-building budgets to bond, celebrate, and collaborate.
• Flexible Work Culture: Hybrid setup, flexible hours, and WFH reimbursements based on role/team.

Why TestMu AI?

• Real impact, global scale
• A launchpad for leadership
• Inclusive, learning-obsessed culture
• Top-tier perks: Full health cover (incl. parents), fresh meals, safe commute, WFH support

This isn’t just a job. It’s where your career takes flight.

Apply now and start building what’s next.

Apply for this job

Position: Corporate Sales (Direct B2B)

Job Purpose

Drive business growth by acquiring and managing Large Corporate and SME clients while

expanding Mahindra Insurance Brokers' presence in the commercial insurance market. The role

is responsible for generating revenue, developing long-term client relationships, and delivering

risk management solutions across multiple insurance product lines.

Key Responsibilities

Business Development & Revenue Growth

 Acquire and develop Large Corporate and SME accounts to achieve assigned revenue

and profitability targets.

 Identify new business opportunities, emerging market segments, and growth areas

within the commercial insurance space.

 Build a strong pipeline of prospects through networking, referrals, industry associations,

and direct business development initiatives.

 Drive client retention, cross-selling, and up-selling opportunities to maximize account

value.

Consultative Sales & Risk Advisory

 Engage with CXOs, CFOs, HR Heads, Finance Leaders, Procurement Teams, and Business

Owners to understand business risks and insurance requirements.

 Provide customized risk management and insurance solutions rather than competing

solely on price.

 Deliver end-to-end insurance advisory services, including risk assessment, policy

structuring, and coverage optimization.

Product Portfolio Management

Promote and grow business across key commercial insurance lines, including:

 Property Insurance

 Marine Insurance

 Employee Benefits (Group Mediclaim, Group Personal Accident, Group Term Life, etc.)

 Liability Insurance (Directors & Officers Liability, Public Liability, Professional Indemnity,

Cyber Liability, Product Liability, etc.)

 Other Commercial & Specialty Insurance Solutions

Client Relationship Management

 Build and maintain strong relationships with key decision-makers across client

organizations.

 Act as a trusted advisor and primary point of contact for corporate clients.

 Ensure exceptional client servicing and timely resolution of customer requirements.

Business Operations & Stakeholder Management;

 Coordinate with underwriting, placement, claims, servicing, and operations teams for

seamless execution of business.

 Ensure profitable business growth by maintaining an optimal product mix and healthy

portfolio quality.

 Monitor business performance and take corrective actions to achieve both top-line and

bottom-line objectives.

Compliance & Governance

 Adhere to company policies, operational processes, and internal controls.

 Ensure full compliance with IRDAI regulations, insurance broking guidelines, and

statutory requirements.

 Maintain high standards of ethical business conduct and corporate governance.

Key Performance Indicators (KPIs)

 New Client Acquisition

 Revenue Generation (Top Line)

 Portfolio Profitability (Bottom Line)

 Client Retention Ratio

 Cross-Sell & Upsell Revenue

 Product Mix Penetration

 Collection Efficiency

 Customer Satisfaction & Service Excellence

Qualifications:

 Graduate in any discipline.

 MBA/PGDM in Marketing, Sales, Finance, or Insurance preferred.

Experience:

 Proven experience in Corporate Sales, Commercial Insurance, Employee Benefits, or Risk

Advisory.

 Strong network among corporate clients, SMEs, and decision-makers.

 Experience in General Insurance, Insurance Broking, or Financial Services industry

preferred.

Required Skills &Competencies:

 Strong understanding of commercial insurance products and risk management concepts.

 Knowledge of IRDAI regulations and the Indian insurance market.

 Excellent consultative selling, negotiation, and presentation skills.

 Strong relationship management and stakeholder engagement abilities.

 Business acumen with focus on revenue growth and profitability.

 Ability to work in a fast-paced, target-driven environment.

 Proficiency in CRM platforms, sales tools, and Microsoft Office applications.

Client Acquisition & Pipeline: Identify, pitch and close deals with corporates, schools,

gyms, clubs and government bodies.

• Key Account Management: Maintain strong relationships, oversee contract renewals and

drive upsell opportunities.

• Bid & Tender Ownership: Lead end-to-end participation in RFQs/RFPs, ensuring timely,

compliant submissions.

• Revenue & Margin Delivery: Hit monthly/quarterly sales targets while protecting pricing

and payment terms.

• Cross-Functional Coordination: Liaise with merchandising, supply-chain and finance

teams to ensure smooth order fulfilment and after-sales support.

Requirements

Account Manager

Sales · Revenue

📍 Noida · 🕐 Full-Time · 🧭 7-12 Years

The Mission

We aren't automating scripts — we're deprecating the era of manual-heavy testing entirely. TestMu AI is building the world's first AI-native platform where Agentic Intelligence autonomously plans, authors, and self-heals the entire Quality Engineering lifecycle.

Advance revenue growth by nurturing and expanding key accounts through strategic relationship management.

The Pillars of Impact

🚀 1. Account Expansion (50%)

• –Drive product adoption within key accounts.
• –Identify and execute upsell opportunities.
• –Expand footprint through cross-selling initiatives.
• –Maintain high-level client satisfaction and loyalty.

⚙️ 2. Stakeholder Engagement (30%)

• –Manage complex stakeholder relationships effectively.
• –Serve as primary contact for all client communications.
• –Navigate client organizations to identify key decision makers.

🧠 3. Strategic Insight (20%)

• –Analyze account performance to inform growth strategies.
• –Provide feedback to product teams for continuous improvement.
• –Utilize industry insights to enhance client engagement.

Must-Haves — Do not apply unless you have these

• ✓You must have experience in relationship management.
• ✓You must have the ability to identify upsell opportunities.
• ✓You must have experience in managing stakeholder relationships.

The Bar — What you must prove

Proven revenue growth from key account management.

Increased revenue by 30% year-over-year in previous roles.

Demonstrated ability to execute upsell strategies.

Successfully upsold products, achieving a 20% increase in sales.

Effective stakeholder relationship management.

Managed and retained top-tier clients for over 5 years.

Strong product adoption initiatives.

Led initiatives that boosted product adoption by 40%.

HIRING: CORPORATE SALES – DIRECT B2B

Locations: Delhi / Mumbai

Industry: General Insurance / Insurance Broking

We are hiring Corporate Sales professionals to drive new business acquisition and revenue growth across Large Corporate and SME accounts.

Key Responsibilities:

Acquire new Large Corporate and SME clients through direct B2B business development.

Generate new business and achieve assigned revenue and profitability targets.

Build and maintain a strong pipeline through direct market development, networking, referrals, and industry connections.

Develop long-term relationships with CXOs, CFOs, HR Heads, Finance Heads, Procurement Teams, and Business Owners.

Understand client requirements and provide suitable insurance and risk management solutions.

Drive cross-selling, up-selling, client retention, and portfolio growth.

Coordinate with underwriting, placement, claims, servicing, and operations teams.

Manage the complete business development cycle from prospecting to closure.

Monitor sales performance, revenue, collections, and portfolio profitability.

Maintain compliance with company policies and applicable insurance regulations.

Relevant Insurance Products:

Employee Benefits

Group Mediclaim / GHI / GMC

Group Personal Accident / GPA

Group Term Life

Property Insurance

Marine Insurance

Liability Insurance

Cyber Liability

Directors & Officers Liability

Professional Indemnity

Product Liability

Other Commercial and Specialty Insurance

Candidate Profile:

Proven experience in Corporate/B2B Sales within General Insurance, Insurance Broking, Insurance Consultancy, or Risk Advisory.

Strong direct market and new business acquisition experience.

Experience in EB, Non-EB, or both is acceptable.

Group Insurance experience such as GHI/GMC/GPA is preferred.

Candidates from Direct and Non-Retail Insurance Sales backgrounds are preferred.

Strong corporate/SME client network.

Candidates with revenue targets and incentive-driven sales experience will be preferred.

Qualification:

Graduate in any discipline.

MBA/PGDM in Marketing, Sales, Finance, or Insurance will be an advantage

Job Description

Position: Corporate Sales – Direct B2B

Company: Mahindra Insurance Brokers

Function: Corporate Sales / Business Development

Industry: Insurance Broking / Financial Services

Job Purpose

We are looking for an experienced Corporate Sales professional to drive business growth by acquiring and managing Large Corporate and SME clients. The role will focus on expanding the company’s presence in the commercial insurance market, generating revenue, building long-term client relationships, and providing customized insurance and risk management solutions.

Key Responsibilities

1. Business Development & Revenue Growth

• Acquire and develop Large Corporate and SME accounts to achieve revenue and profitability targets.
• Identify new business opportunities and emerging segments within the commercial insurance market.
• Build and maintain a strong pipeline through networking, referrals, industry associations, and direct business development.
• Drive client retention, cross-selling, and up-selling opportunities.

1. Consultative Sales & Risk Advisory

• Engage with CXOs, CFOs, HR Heads, Finance Leaders, Procurement Teams, and Business Owners.
• Understand client business risks and insurance requirements.
• Recommend customized insurance and risk management solutions.
• Provide end-to-end advisory support, including risk assessment, policy structuring, and coverage optimization.

1. Commercial Insurance Product Sales

Drive business across commercial insurance products such as:

• Property Insurance
• Marine Insurance
• Employee Benefits – Group Mediclaim, GPA, GTL, etc.
• Liability Insurance
• Directors & Officers (D&O) Liability
• Public Liability
• Professional Indemnity
• Cyber Liability
• Product Liability
• Other Commercial & Specialty Insurance Solutions

1. Client Relationship Management

• Develop and maintain strong relationships with key corporate decision-makers.
• Act as a trusted advisor and primary point of contact for clients.
• Ensure high-quality client servicing and timely resolution of requirements.
• Identify opportunities to strengthen and expand existing client relationships.

1. Business Operations & Stakeholder Management

• Coordinate with underwriting, placement, claims, servicing, and operations teams.
• Ensure smooth execution and delivery of insurance solutions.
• Maintain a healthy and profitable product portfolio.
• Monitor business performance and take corrective actions to achieve targets.

1. Compliance & Governance

• Follow company policies, processes, and internal controls.
• Ensure compliance with IRDAI regulations and applicable insurance broking guidelines.
• Maintain high standards of ethical business conduct and corporate governance.

Key Performance Indicators

• New Client Acquisition
• Revenue Generation
• Portfolio Profitability
• Client Retention
• Cross-Sell & Upsell Revenue
• Product Mix Penetration
• Collection Efficiency
• Customer Satisfaction & Service Excellence

Qualification

• Graduate in any discipline.
• MBA/PGDM in Marketing, Sales, Finance, or Insurance will be preferred.

Experience

• Proven experience in Corporate Sales, Commercial Insurance, Employee Benefits, or Risk Advisory.
• Experience in General Insurance, Insurance Broking, or Financial Services preferred.
• Strong network among corporate clients, SMEs, and senior decision-makers.
• Demonstrated experience in B2B business development and new client acquisition.

Required Skills

• Strong knowledge of commercial insurance products and risk management.
• Understanding of the Indian insurance market and IRDAI regulations.
• Excellent consultative selling and negotiation skills.
• Strong presentation and communication skills.
• Relationship management and stakeholder engagement.
• Strong business acumen with a focus on revenue and profitability.
• Ability to work in a target-driven and fast-paced environment.
• Proficiency in CRM platforms, sales tools, and Microsoft Office.

Strong Key Account Management / Customer Success Profiles

2

Mandatory (Experience) – Must have 2+ years of hands-on experience in Key Account Management / Customer Success, with atleast 2+ years in managing complex, high-value client relationships and delivering measurable growth/retention targets.

3

Mandatory (Skill 1) – Must have strong commercial acumen, negotiation, and strategic problem-solving, with a clearly analytical, data-driven approach to managing accounts.

4

Mandatory (Skill 2): Must have proven experience in renewals, retention, upsell, cross-sell, and expansion within assigned accounts

5

Mandatory (Skill 3): Must have experience handling contract renewals, pricing discussions, and negotiation ownership

6

Mandatory (Skill 4) – Must have startup / lean-team experience and demonstrated ability to handle high pace and high account volume

7

Mandatory (Tool) – Proficiency with CRM tools, project management, and data analysis.

8

Mandatory (Industry) – Must come from a product-based tech company in the D2C commerce-enablement ecosystem (checkout/payments, fintech, engagement/retention SaaS, WhatsApp commerce, loyalty, logistics, or commerce ops), with direct hands-on experience in D2C retention and account expansion.

9

Mandatory (Market) – Must have exposure to the Indian market, with at least the most recent 2 years spent working in the Indian market. Purely global/international market experience will not be considered.

10

Mandatory (Note) – CTC is inclusive of 20 percent variable

11

Preferred (Background) – Engineering / technical background, or strong technical fluency explicitly valued by the client

12

Preferred (Functions) – Hands-on with QBRs, account strategy/forecasting (revenue, retention, satisfaction), and upsell/cross-sell-led account expansion.