Business Development Manager

Homeland has partnered with a company that is transforming the healthcare insurance landscape through a connected, data-driven ecosystem designed to simplify complexity and support long-term success. We are seeking a Business Development Manager to join their growing team. Built on trust, innovation, and integrity, this organization delivers technology, services, and insights that help agencies, carriers, and members succeed at every stage of the insurance lifecycle.

Its integrated family of platforms works together to streamline operations and deliver a seamless insurance experience.

The Business Development Manager plays a critical role in driving growth by identifying, recruiting, and activating Independent Marketing Organizations (IMOs), agencies, and agents to adopt the company’s benefits-enablement platforms. The Business Development Manager owns the full sales cycle, including outbound prospecting, lead qualification, pipeline management, platform demonstrations, contracting, and post-onboarding engagement. In this role, the Business Development Manager ensures partners achieve early and sustained productivity by positioning the organization as a strategic, technology-driven partner that helps distribution sell faster, enroll smarter, and scale more efficiently.

• Identify, source, and recruit Independent Marketing Organizations (IMOs), agencies, and agents in priority markets
• Execute proactive prospecting strategies using digital outreach, events, and partner referrals
• Conduct market research to uncover distribution gaps, new opportunities, and competitive insights
• Build and manage a strong sales pipeline through consistent outbound activity and accountability
• Develop and execute sales plans aligned with quarterly and annual partner acquisition goals
• Present clear value propositions and ROI-driven solutions that highlight platform impact
• Negotiate and close partnership agreements that support long-term revenue growth and partner activation
• Maintain accurate and up-to-date records of all outreach, conversations, and opportunities in the CRM (Salesforce preferred)
• Use CRM data and dashboards to prioritize efforts, improve conversion rates, and forecast results
• Meet activity-based performance expectations, including outreach, demos, and follow-ups
• Collaborate with marketing to support campaigns that drive awareness, conversion, and early production
• Partner with onboarding and operations teams to ensure smooth transitions from contracting to activation
• Deliver training, demonstrations, and ongoing enablement to help partners fully utilize platform capabilities
• Identify cross-selling opportunities based on partner needs
• Track key performance metrics such as outreach activity, demos, activations, and revenue contribution
• Analyze pipeline health and partner performance to refine sales strategies
• Share market insights and product feedback to support continuous platform improvement

• Bachelor’s degree in business, marketing, or a related field
• 7–10 years of experience in business development, channel sales, or broker/agent recruitment within insurance or benefits technology
• Experience working with IMOs, agencies, FMOs, and MGA/SGA distribution models strongly preferred
• Proven success driving new partner acquisition and activation
• Proficiency with CRM tools (Salesforce preferred) and Microsoft Office Suite
• Strong ability to deliver virtual presentations and leverage digital prospecting and reporting tools
• End-to-end pipeline management, from lead generation to close
• Consultative sales approach with a focus on ROI-driven solutions
• In-depth knowledge of insurance distribution channels and commission structures
• Partner enablement and activation expertise
• Strong CRM discipline and data-driven sales execution

There are two remote openings available—one based in Metro Atlanta and one based in Northern or Central Florida—and candidates must reside in one of these areas.

This position offers a $100,000–$125,000 base salary plus commission (50/50 split in year one), with uncapped earnings potential and a full benefits package.

If you thrive on building strong outbound pipelines,…