Sales Associate - Non EB

About Plum

Plum is an employee insurance and health benefits platform for modern organizations. Our mission is to positively impact the health and financial wellbeing of every human.

Employee health insurance has been the primary driver of health insurance penetration across developed countries. India is riding on the same wave - covering 250mn people today, and projected to reach over 500mn in the next decade.

But insurance in India still remains a hairy problem. No trust. Inhuman behaviour. Low awareness. Too much paperwork. Communication gaps. Overcomplicated systems. Too much fine print. Warped policies. Loopholes. Fear.

With Plum, we are building the most trusted insurance & healthcare partner for people and companies - reimagining employee benefits to be accessible, inclusive and simple.

Plum serves thousands of the world's fastest growing organizations including Zomato, Cred, Groww, Twilio, Rippling, Atlassian and Notion. We are backed by Tiger Global and Peak XV Partners.

Why Join Us?

You get to be part of a team which is seeing disproportionate growth. 3 years ago this team generated 4 Cr of Revenue. This year we will generate 45 Cr. In 5 years, we want to build this to 450 Cr.

If you are excited to work in a mission driven team where crazy business growth means opportunities for each individual to grow significantly. You will also get the learning that comes with solving complex problems in a space where innovation is not easy.

About the Role

Business insurance is evolving rapidly — and at Plum, we’re building a new way for businesses to protect themselves against the risks that matter most.

As part of our Non-EB Business, your mission will be to help organizations look beyond traditional employee benefits and identify the right insurance solutions for their business needs — from Cyber, Directors & Officers (D&O), Errors & Omissions (E&O), Property, Crime, Marine, CGL, Workmen’s Compensation, and more.

This is a high-velocity, quota-carrying, end-to-end B2B sales role. You will own the entire sales journey — from identifying target accounts and reaching out to decision-makers, to understanding their business needs, presenting the right solutions, negotiating commercials, and closing deals.

You’ll work with organizations across the spectrum — from early-stage startups and growing mid-market companies to large enterprises — engaging with founders, CXOs, CFOs, finance leaders, procurement teams, and other senior stakeholders.

The Non-EB business is a growing and lean team, which means you’ll have significant ownership and the opportunity to help build how we identify, engage, and win customers. You’ll work closely with experienced sales and business leaders, giving you a steep learning curve and the opportunity to make a meaningful impact on revenue growth.

With guidance from industry and sales leaders, you’ll build the skills and expertise needed to excel in consultative B2B sales and build long-term enterprise relationships.

Your Charter

You will:

• Build and manage a strong pipeline of prospective clients across startups, mid-market companies, and enterprises through outbound prospecting, referrals, partnerships, and internal sources.

• Own the end-to-end sales cycle for your accounts — from prospecting and discovery to solutioning, proposal, negotiation, and closure.

• Identify and engage decision-makers including founders, CXOs, CFOs, finance heads, procurement teams, and other senior stakeholders.

• Understand customer needs and business risks through consultative discovery and identify relevant Non-EB opportunities.

• Present and pitch Plum’s business insurance solutions in a simple, compelling, and customer-centric manner.

• Work closely with internal teams and insurance partners to structure relevant solutions, proposals, and commercials.

• Build and maintain strong client relationships throughout the sales cycle and beyond.

• Drive negotiations and close opportunities, while ensuring a strong customer experience.

• Maintain accurate CRM records and track pipeline, conversion, revenue, and sales activity.

• Share market and customer insights with Sales, Marketing, Product, and leadership teams to continuously improve our sales strategy and positioning.

What You'll Do

Your day-to-day will involve a mix of hunting, consultative selling, relationship building, and closing.

• Research and identify target accounts where Plum’s Non-EB solutions can create value.

• Prospect and engage decision-makers through calls, email, LinkedIn, referrals, events, and other channels.

• Build relationships with senior stakeholders and create meaningful conversations around their business and risk requirements.

• Conduct discovery conversations to understand customer needs, existing coverage, risk exposure, and requirements.

• Develop a strong understanding of Plum’s Non-EB offerings and recommend relevant solutions to customers.

• Work with internal teams and insurance partners to create proposals and quotes.

• Present solutions and conduct customer meetings independently.

• Handle objections, negotiate commercials, and move opportunities through the sales funnel.

• Own follow-ups, stakeholder management, and the sales process through to closure.

• Build long-term relationships with customers and identify opportunities for cross-sell and expansion.

• Track pipeline, sales activity, conversion, and revenue performance.

• Continuously learn from customer conversations, wins, losses, and market feedback.

The Ideal Candidate

We’re looking for someone who:

• Has 2–4+ years of B2B sales, business development, consultative sales, or enterprise sales experience.

• Has a proven track record of hitting or exceeding sales targets.

• Is curious, ambitious, and hungry to win, and excited by the opportunity to build a growing business.

• Has strong hunting and outbound sales skills and enjoys creating opportunities from scratch.

• Has experience owning, or is eager to own, the complete sales cycle from prospecting to closure.

• Can confidently engage with founders, CXOs, CFOs, finance heads, procurement teams, and other senior stakeholders.

• Has strong discovery, communication, negotiation, objection-handling, and closing skills.

• Is professional, driven, and highly results-oriented.

• Demonstrates strong coachability, active listening, and a learning mindset.

• Can build credibility and communicate effectively with clients face-to-face, over the phone, and through email.

• Is comfortable operating in a lean, fast-paced environment with high ownership and autonomy.

• Is entrepreneurial, energetic, and comfortable moving fast and taking initiative.

• Experience in B2B SaaS, Fintech, BFSI, NBFC, Insurance, or other enterprise sales environments is a plus.

What Makes This Exciting?

🚀 Build a Business, Not Just a Pipeline

Non-EB is a growing business at Plum, and you’ll be joining at an exciting stage of its journey.

You won’t simply be stepping into an established playbook. You’ll have the opportunity to experiment, build relationships, learn what works, and directly contribute to how we scale the business.

🎯 Own the Full Sales Journey

From finding the right account to winning the customer — you’ll own the journey.

You’ll build experience across prospecting, discovery, consultative selling, solutioning, negotiation, and closing, giving you the opportunity to develop into a well-rounded B2B sales professional.

🤝 Work Closely With Senior Leaders

You’ll work closely with experienced sales and business leaders, giving you direct exposure to enterprise sales strategy, customer conversations, complex negotiations, and deal closures.

📈 High Ownership & Fast Learning

The Non-EB team is lean and ambitious. You’ll have significant autonomy, a steep learning curve, and the opportunity to make an impact early.

You’ll also get the opportunity to learn a new category and develop a strong understanding of how businesses think about risk and insurance.

💰 Performance-Driven Incentives

This is a quota-carrying sales role with performance-linked incentives.

The better you perform, the more you earn — with accelerators designed to reward strong performance beyond your targets.