The Role
Own India market entry for a healthcare IT SaaS suite: design and execute GTM, aggressively prospect and close enterprise accounts, manage full sales cycle and ARR targets, translate local feedback to product teams, build C-suite relationships, ensure compliance/localization, and represent the company at industry events.
Summary Generated by Built In
About the Role:
We are looking for a dynamic, high-performing, and result-oriented Head of Business Development – India. This is a foundational, individual-contributor role with the mandate to pioneer our entry into the Indian market for the very first time. As our first boots on the ground, you will own the entire go-to-market (GTM) lifecycle, from
localized positioning to closing enterprise deals in B2B healthcare ecosystems. If you have a proven track record of unlocking greenfield sales territory, navigating complex enterprise sales cycles, and thriving in autonomous, high-impact environments, this role is for you.
Key Responsibilities:
- Pioneer Market Entry: Design, iterate, and execute the end-to-end GTM strategy for our healthcare IT product suite in India.
- Pipeline Generation: Identify, map, and aggressively prospect high-value enterprise accounts (pharmaceutical companies, healthcare networks, corporate wellness, and insurance providers).
- Winning New Logo & Revenue Generation: Own a net-new ARR (Annual Recurring Revenue) target. Drive aggressive market penetration by hunting, pitching, and closing new logos in India.
- End-to-End Sales Ownership: Manage the entire sales cycle, right from lead generation, executive-level pitching to technical demos, bid reviews, commercial negotiations, closing deals, sales ops, and account management.
- Strategic Positioning: Act as the "voice of the market." Translate local market feedback to our US product and engineering teams to ensure our product features and pricing models align perfectly with the Indian healthcare ecosystem.
- Relationship Building: Cultivate deep, long-term relationships with healthcare C-suite executives (CEOs, CIOs, CTOs, and CFOs) and key industry influencers/decision makers.
- Exceed Targets: Act as the lead quarterback on complex, enterprise-level deals from discovery to close, consistently meeting or exceeding quarterly and annual quota targets.
- Compliance & Localization: Work alongside legal and leadership teams to ensure our
product navigation adheres to local regulations.
Required Qualifications:
- Experience: 15+ years of B2B enterprise sales experience, with at least 5+ years selling IT products, SaaS, or software specifically within the Indian healthcare/pharmaceutical sector.
- Proven Greenfield Track Record of building a business or launching a foreign B2B product in India from scratch (zero baseline to significant ARR/revenue).
- Concrete evidence of closing multi-year SaaS or technology-enabled contracts with an Annual Contract Value (ACV) or Total Contract Value (TCV) exceeding $1M.
- An active, highly leverageable network of contacts within top-tier healthcare groups.
- Deep familiarity with the digital health landscape, value-based care models, population health, and payer reimbursement mechanisms.
- Exceptional consultative sales skills; ability to articulate complex technical concepts into
clear business value. - Self-starter who is comfortable with ambiguity, requires minimal oversight, and is willing to roll up their sleeves to do foundational prospecting work.
- Exceptional negotiation, presentation, and communication skills, with the ability to articulate complex clinical and economic value propositions.
- Ability to travel & represent Welldoc at key industry-related events, conferences, and to engage with stakeholders.
- High adaptability and ability to thrive in fast-paced, dynamic environments
Experience: 15+ years
Education: Bachelor’s degree in Business, Information Technology, or Healthcare
Administration and/or an MBA.
Location: Bangalore (Hybrid Work Model, 4-day work from office)
Skills Required
- 15+ years of B2B enterprise sales experience, including 5+ years selling IT products, SaaS, or software within the Indian healthcare/pharmaceutical sector.
- Proven greenfield track record launching a foreign B2B product in India from zero to significant ARR.
- Demonstrable evidence of closing multi-year SaaS or technology-enabled contracts with ACV/TCV exceeding $1M.
- Active, highly leverageable network of contacts within top-tier healthcare groups and C-suite relationships.
- Deep familiarity with digital health, value-based care models, population health, and payer reimbursement mechanisms.
- Exceptional consultative sales skills; ability to translate complex technical/clinical concepts into clear business value.
- Strong negotiation, presentation, and communication skills for executive-level engagement and deal closure.
- Self-starter comfortable with ambiguity who will perform foundational prospecting and operate autonomously.
- Ability and willingness to travel to industry events, conferences, and customer sites as needed.
- Bachelor's degree in Business, Information Technology, or Healthcare Administration and/or an MBA.
- Based in Bangalore and able to work hybrid (4-day in-office) as required.
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The Company
What We Do
Health meets simplicity. Welldoc’s AI-driven platform delivers personalized, actionable insights, empowering individuals and their care teams to achieve better health outcomes.
