Senior Business Development Manager

About Igloo

Igloo is the operating system for insurance in Southeast Asia. Headquartered in Singapore with operations across Indonesia, the Philippines, Thailand, Vietnam, and Malaysia, and technology centres in China and India, Igloo provides the AI-powered infrastructure that enables insurers and consumer platforms to build, distribute, and manage insurance products digitally.

The company's proprietary tech stack processes over 80 million policies per month and automates the full insurance value chain, from product configuration and underwriting to claims adjudication and financial reconciliation. Through Igloo Tech Solutions, the company licenses its modular technology solutions to insurers and enterprises, compressing product launch cycles from months to days.

With 1.6 billion cumulative policies facilitated, partnerships with Shopee, Lazada, Tokopedia, GCash, Telkomsel, and 100+ commercial and insurer partners Igloo is building the operating system for the future of insurance.

Igloo has raised over US$100 million in funding from investors including Eurazeo, Openspace Ventures, Tokio Marine, Cathay Innovation, and BlueOrchard. The company has been named Insurtech of the Year at the Asia Fintech Awards in 2023 and 2024, and won twin Insurance Asia Awards in 2025.

The Role

We are looking for a commercially sharp Senior Business Development Manager to own partnership growth in the Philippines, from new partner acquisition through to account performance after launch. You will lead the BD and Account Management team, set pipeline and revenue priorities, and personally lead the most strategic enterprise conversations. This is a player coach role for someone who can open doors at senior levels, structure deals from scratch with support from our Product and Underwriting teams, and build a team that scales partnerships well beyond go live.

Key Responsibilities

Business development

- Build and manage a pipeline of enterprise partners across target verticals such as banks, lenders, e-wallets, bills payment networks, logistics and courier companies, mobility platforms, telcos and e-commerce.
- Lead outreach and relationship building with C level and senior decision makers, including founders, CEOs, heads of product, heads of partnerships and heads of lending.
- Develop tailored proposals and commercial structures for B2B2C embedded insurance, including pricing, revenue share, distribution models and incentive programs.
- Run the full deal cycle from first conversation through proposal, negotiation, contracting and go live.

Team leadership

- Lead, coach and develop junior Business Development and Account Management team members, setting clear targets, pipeline expectations and performance standards.
- Allocate partners and opportunities across the team, and review pipeline and account health regularly.
- Build team capability in pitching, deal structuring and partner management, and support hiring as the team grows.

Account management and growth

- Oversee partner activation after launch, including sales enablement, performance tracking and incentive campaigns.
- Ensure live partners are growing in volume and premium, with proactive plans for renewals, cross sell and product expansion.
- Escalate and resolve partner issues quickly together with Operations and Product.

Cross functional and regional

- Work closely with Product, Operations, Underwriting and Insurer partners to design products that fit each partner's customer base and integrate smoothly into their platforms.
- Track market and competitor activity, and bring back insights on emerging verticals, product white space and pricing.
- Maintain accurate pipeline and account reporting and provide regular updates to the Country Manager and regional leadership.
- Collaborate with regional teams in Indonesia and Thailand to share learnings and replicate successful partnership models.

Requirements

- 8 to 12 years of experience in business development, partnerships or sales in fintech, banking, payments, e-commerce, telco or a related digital business. Insurance or insurtech experience is welcome but not required.

- At least 2 to 3 years of experience managing or mentoring a team, ideally covering both new business and account management.
- Proven track record of closing complex B2B or B2B2C partnerships with enterprise clients.
- Strong network and credibility with decision makers in the Philippine financial services or digital platform ecosystem.
- Excellent commercial and financial acumen, with the ability to model deal economics and structure win win commercial terms.
- Outstanding communication, presentation and negotiation skills in English, with Filipino fluency.
- Self starter who is comfortable in a fast paced, startup style environment with high ownership.
- Bachelor's degree in Business, Finance, Economics or a related field.
- Willingness to learn insurance products and the regulatory environment quickly. Our Product and Underwriting teams will support you.

Nice to Have

- Knowledge of insurance products and distribution, such as Personal Accident, Credit Life, Health, Travel or Microinsurance, and familiarity with the Insurance Commission regulatory environment.
- Prior experience selling embedded insurance, bancassurance or insurance brokerage solutions.
- Experience with API or platform integrations and partner onboarding.
- Experience working with regional or multi country teams.