B2B2C Growth Manager – Gym Memberships

About Nova Benefits

Nova Benefits is building Indias most loved employee wellness platform. Founded in 2020, we are a Series A-funded startup (backed by Bessemer Venture Partners, SIG, Multiply Ventures, and Titan Capital) that provides corporate health insurance, gym & fitness memberships, mental wellness, teleconsultations, and more to 300+ companies and 1,00,000+ employees across India. We hold an IRDAI Insurance Broking licence and are headquartered in Koramangala, Bengaluru.

Our wellness suite goes beyond insurance – we offer offline and online gym plans, personalised fitness coaching, dietician consultations, mental health support, and engagement sessions. Were now scaling our B2B2C gym membership revenue channel and are looking for a driven growth manager to own it end-to-end.

About the Role

You will own the full revenue funnel for gym membership sales to employees of Novas existing B2B client base – a classic B2B2C motion. Your job is to run targeted email campaigns via Mailmodo, drive sign-ups through HR approvals, ensure activation with gym partners, and close the loop on invoicing and payment collection. The immediate goal: maintain and grow a monthly recurring revenue stream. The long-term goal: build a repeatable, scalable engine.

This is a hands-on, individual contributor role that sits within the Growth team. You will work closely with Key Account Managers (KAMs), HR contacts at client companies, gym/fitness vendor partners, and the internal operations team; while reporting to the Head of Marketing.

Key Responsibilities

Revenue Ownership & Pipeline Management

• Own the monthly revenue target from B2B2C gym membership sales
• Build and maintain a full-funnel revenue tracker: Campaign → Leads → HR Approval → Activation → Invoice → Payment
• Achieve 100% pipeline visibility at all times; ensure zero invoice leakage
• Conduct weekly pipeline reviews and monthly revenue reconciliation
• Build a monthly revenue forecast with pipeline-vs-target tracking

Email Marketing & Campaign Execution

• Plan, create, and execute 2–3 targeted email campaigns per week via Mailmodo (or equivalent tool)
• Design and A/B test subject lines, messaging, CTAs, and send timing for maximum conversion
• Build a Campaign Playbook with standardised templates, follow-up cadences, and SOPs
• Track campaign → sign-up conversion rates and improve them month-over-month
• Segment accounts (high-performing, low-performing, dormant) and tailor campaigns accordingly
• Expand the employee contact base in collaboration with KAMs and onboarding teams

HR & Stakeholder Management

• Own the HR approval process end-to-end with a target TAT of ≤5 days
• Pre-align with HR contacts before each campaign to minimise approval delays
• Maintain structured daily follow-ups for pending approvals, MIS confirmations, and activations
• Coordinate with gym/fitness vendor partners to ensure activation TAT ≤4 days

Growth & Optimisation

• Identify and execute growth levers: upselling (6 → 12-month plans), reactivating inactive users, targeting high-density organisations
• Drive retail (B2C) campaigns and improve Razorpay payment conversions
• Reduce manual operations through templates, SOPs, checklists, and process automation
• Establish a clear growth roadmap to scale revenue

What Were Looking For

Must-Haves

• 2–4 years of experience in B2B2C growth, lifecycle marketing, or revenue operations – ideally in health-tech, wellness, fitness, insurance, or SaaS
• Hands-on expertise with email marketing platforms (Mailmodo strongly preferred; Braze, CleverTap, WebEngage, or HubSpot also valued)
• Demonstrated ability to own a revenue number and drive it through campaign execution and pipeline management
• Strong operational rigour – you track everything, follow up relentlessly, and hate revenue leakage
• Comfort working with HR stakeholders and navigating corporate approval workflows
• Analytical mindset – ability to segment accounts, interpret funnel metrics, and run A/B tests
• Excellent written communication in English (your emails will be the product)

Good-to-Have

• Experience with Razorpay payment links, subscription billing, or checkout optimisation
• Familiarity with the corporate wellness or gym aggregator ecosystem in India (e.g., CureFit, JEFIT, Golds Gym corporate tie-ups)
• Prior experience working closely with Key Account Managers or Customer Success teams in a B2B setup
• Exposure to tools like Google Sheets / Excel for pipeline tracking, Freshsales / Salesforce for CRM, and Slack for cross-functional coordination
• Understanding of insurance brokerage or employee benefits distribution

The Ideal Candidate Profile

You are someone who thrives at the intersection of marketing and operations. You dont just design campaigns – you chase every lead through the funnel until payment hits the bank. Youre comfortable running a tight weekly cadence, holding HR contacts accountable for approvals, and building SOPs that make your work repeatable. Youre scrappy enough to work in a startup and structured enough to manage a predictable revenue stream.

Why Join Nova Benefits

• Series A startup backed by Bessemer, SIG, Titan Capital & marquee angels (Kunal Bahl, Naval Ravikant)
• Direct ownership of a revenue line – see the impact of your work every month
• Work alongside a high-calibre team from IIT-Bombay, IIT-Delhi, BCG, Y-Combinator, and Accel
• Unlimited leave policy, flexible work culture, company off-sites, and meals at the Koramangala office
• Novas own comprehensive health insurance, wellness benefits, gym access, and mental health support
• An equal-opportunity workplace that consciously hires people from diverse backgrounds

Nova Benefits is an equal-employment opportunity space that consciously hires people from diverse backgrounds. We strongly encourage applications from women, people of non-binary gender and sexual orientation, persons with disability, and members of any marginalised community.