Head of Business Development (Embedded Insurance and Technology Solutions)

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 Head of Business Development who will own growth across two engines in the Philippines. The first is our embedded insurance business, where you will set direction and lead a lean team of business development and account management professionals. The second is our technology solutions and SaaS business, where you will personally lead the sales effort as a hands on individual contributor, selling insurance technology platforms to insurers, brokers and other distributors.

This is a player coach role. You will build the team's capability and open doors at senior levels for embedded partnerships, while directly opening, pitching and closing technology deals yourself.

Key Responsibilities

• Embedded insurance leadership

• Set the strategy, pipeline priorities and revenue targets for embedded insurance in the Philippines.

• Lead, coach and develop the business development and account management team, who focus on embedded partnerships.

• Open and sustain senior relationships with banks, lenders, e-wallets, bills payment networks, logistics, mobility, telco and e-commerce partners, and bring the team into deals to build their skills.

• Shape commercial structures for B2B2C partnerships, including pricing, revenue share and incentive programs.

• Oversee partner activation and account growth after go live so partnerships scale.

• Technology solutions and SaaS (individual contributor)

• Own the technology solutions pipeline in the Philippines, from target list to signed contract.

• Sell insurance platform capabilities such as policy administration, distribution and integration solutions to insurers, brokers and large distributors.

• Run long, multi stakeholder enterprise sales cycles, including discovery, demos, proposals, pricing, negotiation and contracting.

• Work with Product and Engineering to scope solutions, shape the roadmap from market feedback and ensure smooth implementation and handover.

• Build a view of the competitive landscape, including global and regional insurance technology vendors, and position Igloo clearly against them.

• Across both businesses

• Identify opportunities where embedded distribution and technology solutions can be combined for the same partner.

• Work with Product, Operations, Underwriting and Insurer partners to bring deals live.

• Provide accurate pipeline reporting and forecasts to the Country Manager and regional leadership.

• Collaborate with regional teams in Indonesia and Thailand to share learnings and replicate successful models.

• Requirements

- 12 to 15 years of experience in business development, partnerships or enterprise sales, with at least 5 years in a senior or leadership role.

• Proven track record selling complex B2B technology or SaaS solutions to financial institutions. Experience in insurance technology, core insurance platforms, banking technology or fintech is strongly preferred.
• At least 3 years of experience leading or mentoring a commercial team, including developing junior talent.
• Demonstrated ability to close large, multi stakeholder enterprise deals with long sales cycles.
• Strong network and credibility with senior decision makers in Philippine insurance, banking and digital platform ecosystems.
• Commercial and financial acumen, including the ability to model deal economics and structure pricing for both revenue share and software contracts.
• Excellent communication, presentation and negotiation skills in English, with Filipino fluency.
• Comfortable operating with high ownership in a fast paced, growth stage environment.
• Bachelor's degree in Business, Finance, Technology or a related field.

Nice to Have

• Direct experience selling insurance software or core insurance systems.
• Knowledge of insurance products, distribution and the Insurance Commission regulatory environment.
• Experience with embedded insurance, bancassurance or insurance brokerage.
• Experience working with regional or multi country teams.