B2B2C Growth Manager – Gym Memberships

About Nova BenefitsNova Benefits is building India’s 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. We’re now scaling our B2B2C gym membership revenue channel and are looking for a driven growth manager to own it end-to-end.About the RoleYou will own the full revenue funnel for gym membership sales to employees of Nova’s 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 ResponsibilitiesRevenue Ownership & Pipeline ManagementOwn the monthly revenue target from B2B2C gym membership salesBuild and maintain a full-funnel revenue tracker: Campaign → Leads → HR Approval → Activation → Invoice → PaymentAchieve 100% pipeline visibility at all times; ensure zero invoice leakageConduct weekly pipeline reviews and monthly revenue reconciliationBuild a monthly revenue forecast with pipeline-vs-target trackingEmail Marketing & Campaign ExecutionPlan, 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 conversionBuild a Campaign Playbook with standardised templates, follow-up cadences, and SOPsTrack campaign → sign-up conversion rates and improve them month-over-monthSegment accounts (high-performing, low-performing, dormant) and tailor campaigns accordinglyExpand the employee contact base in collaboration with KAMs and onboarding teamsHR & Stakeholder ManagementOwn the HR approval process end-to-end with a target TAT of ≤5 daysPre-align with HR contacts before each campaign to minimise approval delaysMaintain structured daily follow-ups for pending approvals, MIS confirmations, and activationsCoordinate with gym/fitness vendor partners to ensure activation TAT ≤4 daysGrowth & OptimisationIdentify and execute growth levers: upselling (6 → 12-month plans), reactivating inactive users, targeting high-density organisationsDrive retail (B2C) campaigns and improve Razorpay payment conversionsReduce manual operations through templates, SOPs, checklists, and process automationEstablish a clear growth roadmap to scale revenueWhat We’re Looking ForMust-Haves2–4 years of experience in B2B2C growth, lifecycle marketing, or revenue operations – ideally in health-tech, wellness, fitness, insurance, or SaaSHands-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 managementStrong operational rigour – you track everything, follow up relentlessly, and hate revenue leakageComfort working with HR stakeholders and navigating corporate approval workflowsAnalytical mindset – ability to segment accounts, interpret funnel metrics, and run A/B testsExcellent written communication in English (your emails will be the product)Good-to-HaveExperience with Razorpay payment links, subscription billing, or checkout optimisationFamiliarity with the corporate wellness or gym aggregator ecosystem in India (e.g., CureFit, JEFIT, Gold’s Gym corporate tie-ups)Prior experience working closely with Key Account Managers or Customer Success teams in a B2B setupExposure to tools like Google Sheets / Excel for pipeline tracking, Freshsales / Salesforce for CRM, and Slack for cross-functional coordinationUnderstanding of insurance brokerage or employee benefits distributionThe Ideal Candidate ProfileYou are someone who thrives at the intersection of marketing and operations. You don’t just design campaigns – you chase every lead through the funnel until payment hits the bank. You’re comfortable running a tight weekly cadence, holding HR contacts accountable for approvals, and building SOPs that make your work repeatable. You’re 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 monthWork alongside a high-calibre team from IIT-Bombay, IIT-Delhi, BCG, Y-Combinator, and AccelUnlimited leave policy, flexible work culture, company off-sites, and meals at the Koramangala officeNova’s own comprehensive health insurance, wellness benefits, gym access, and mental health supportAn equal-opportunity workplace that consciously hires people from diverse backgroundsNova 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.

Apply Now