Regional Head of BD & Partnerships

About the role

Igloo, the operating system for insurance in Southeast Asia, is looking for a Regional Head of BD & Partnerships to lead its embedded-partnerships business across the region, with a primary focus on financial-services partners. The role owns regional accounts after signature as seriously as new business before it: setting account strategy, building the account-management framework, deepening executive relationships, driving commercial performance and winning new banks, lenders, fintechs and other financial institutions. It creates one regional standard for account ownership while adapting execution to each market.

Key responsibilities

• Own the regional portfolio of embedded financial-services accounts, with accountability for retention, growth, partner health and issue escalation.
• Design and run the account-management framework: segmentation, ownership model, joint business plans, governance cadence, executive sponsorship, health scoring, pipeline, renewals and risk controls.
• Establish a single source of truth for each strategic account covering economics, products, markets, stakeholders, obligations, performance, opportunities, risks and next decisions.
• Build senior, multi-threaded relationships across partner business, product, digital, insurance, risk, technology and procurement teams.
• Turn partner objectives and customer journeys into embedded-insurance opportunities with a credible commercial case and clear path to launch.
• Lead regional account planning and quarterly business reviews focused on decisions, performance gaps and growth actions.
• Identify and close expansion opportunities across products, channels and countries, coordinating local teams without losing regional accountability.
• Build a focused financial-services business-development plan with priority segments, named targets, value propositions, origination routes and pursuit strategy.
• Lead complex partnership negotiations on commercial model, product scope, operating model, contracting and launch governance.
• Create clean handovers between business development, account management, product, technology and operations, and use portfolio data to improve prioritisation, resource allocation and early identification of churn risk.
• Coach country and account teams on commercial judgment, stakeholder management and follow-through.

Required profile

• 12+ years in partnerships, enterprise business development, strategic accounts or commercial leadership across fintech, insurtech, insurance, banking, payments, lending or adjacent sectors.
• Record of owning and growing complex regional or multi-market enterprise accounts, including senior executive relationships.
• Demonstrated success originating and closing partnerships with banks, lenders, fintechs or other financial institutions.
• Experience building account-management frameworks, governance cadences, portfolio reviews and repeatable commercial processes.
• Experience operating across Southeast Asia or similarly diverse markets, balancing regional standards with local realities.
• Bonus: experience in embedded insurance, bancassurance, digital financial services, affinity distribution or platform partnerships, existing regional bank/fintech relationships, and having built or scaled a regional strategic-accounts or partnerships team.

Required skills

• Strong command of enterprise deal economics, negotiation, contracting, launch dependencies and renewal/expansion dynamics.
• Ability to turn broad partner ambition into a prioritised joint plan with owners, milestones, measures and escalation routes.
• Executive presence, concise communication and the judgment to escalate early without creating noise.