Head of Business Development
The Leadership In Insurance Podcast, California, MO, United States
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