Large Market Business Developer
📍 Location: Washington, DC (Hybrid)
🏢 Work Arrangement: Hybrid
💼 Employment Type: Full-Time
🚫 Visa Sponsorship: Not Available
🚚 Relocation Assistance: Not Available
💰 Compensation: $191,000 – $200,000 + Incentive Opportunity (OTE $300 - $400k!)
Overview
A leading global consulting and benefits advisory firm is seeking a Large Market Business Developer to drive new business growth across enterprise and jumbo employer accounts.
This role focuses on developing relationships with organizations that have 5,000+ employees and/or $2B+ in annual revenue, helping clients solve complex challenges across health, retirement, benefits, and workforce strategies.
The ideal candidate is a proven enterprise sales professional with a strong background in benefits consulting, HR consulting, retirement solutions, or employee benefits brokerage, and a track record of winning large, complex accounts.
Key Responsibilities
New Business Development
Manage a targeted prospect list of approximately 40–50 large and jumbo organizations.
Identify, qualify, and pursue new business opportunities.
Develop strategic account pursuit plans to increase market penetration.
Consistently exceed sales and revenue targets.
Enterprise Sales Leadership
Lead complex sales cycles from prospecting through contract execution.
Engage senior executives and C-suite decision makers.
Build and maintain long-term executive relationships.
Coordinate internal pursuit teams throughout the sales process.
Proposal & RFP Management
Develop compelling proposals and RFP responses.
Present customized solutions aligned with client objectives.
Lead negotiations and final presentations.
Drive opportunities to successful close.
Market Growth
Expand market presence within large employer organizations.
Generate referrals and new logo opportunities.
Represent the organization at industry events, conferences, and networking activities.
Required Qualifications
Education
Bachelor's Degree required.
Experience
✔ 10+ years of successful sales experience in Benefits Consulting
✔ Proven experience selling to organizations with:
5,000+ employees
And/or $2B+ annual revenue
✔ Demonstrated success exceeding enterprise sales targets
✔ Experience managing long, complex sales cycles
✔ Strong executive-level relationship management skills
✔ Experience developing proposals and RFP responses
Licensing
✔ Active Life & Health Insurance License (Required)
Preferred Background
Large Market Group Health Consulting
Retirement Benefits Consulting
HR Consulting
Employee Benefits Brokerage
Total Rewards Consulting
Workforce Strategy Consulting
Ideal Candidate
The ideal candidate has a strong history of:
Winning new logo enterprise accounts.
Selling complex consulting solutions.
Building relationships with CEOs, CFOs, CHROs, and executive leadership teams.
Managing strategic pursuits from initial outreach through contract signature.
Driving measurable revenue growth within large and jumbo client segments.
Candidates should be comfortable discussing:
Prospecting strategies
Pipeline development
Sales methodology
Executive engagement
Large account wins and quota attainment
Candidate Snapshot
Requirement
Details
Experience
10+ Years
Industry
Benefits Consulting / HR Consulting
License
Active Life & Health License Required
Client Size
5,000+ Employees / $2B+ Revenue
Seniority
Mid-Senior
Location
Washington, DC (Hybrid)
Travel
Client-Facing
Sponsorship
No
Screening Questions
Do you currently hold an active Life & Health Insurance License? If so, in which state(s)?
How many years of benefits consulting sales experience do you have?
Describe your experience selling to organizations with 5,000+ employees or $2B+ annual revenue.
What has been your largest new logo win in the past three years?
How do you typically identify and engage executive decision-makers within target accounts?
Describe your sales funnel and prospecting methodology.
What percentage of quota have you achieved over the past three years?
Have you led complex RFP responses and enterprise-level negotiations?
What experience do you have in group health, retirement, or HR consulting solutions?
What Makes Someone Successful in This Role?
Proven enterprise sales hunter mentality.
Strong network within large employer organizations.
Ability to engage and influence C-suite executives.
Experience navigating lengthy, multi-stakeholder sales cycles.
Consistent record of exceeding sales goals.
Strong proposal, presentation, and negotiation skills.
Deep understanding of employee benefits, retirement, and workforce consulting solutions.