Regional Head of BD & Partnerships

About Igloo 

Igloo is the operating system for insurance in Southeast Asia. Headquartered in Singapore with operations across Indonesia, the Philippines, Thailand, Vietnam, and Malaysia, and technology centres in China and India, Igloo provides the AI-powered infrastructure that enables insurers and consumer platforms to build, distribute, and manage insurance products digitally. 

The company's proprietary tech stack processes over 80 million policies per month and automates the full insurance value chain, from product configuration and underwriting to claims adjudication and financial reconciliation. Through Igloo Tech Solutions, the company licenses its modular technology solutions to insurers and enterprises, compressing product launch cycles from months to days.

With 1.6 billion cumulative policies facilitated, partnerships with Shopee, Lazada, Tokopedia, GCash, Telkomsel, and 100+ commercial and insurer partners Igloo is building the operating system for the future of insurance.

Igloo has raised over US$100 million in funding from investors including Eurazeo, Openspace Ventures, Tokio Marine, Cathay Innovation, and BlueOrchard. The company has been named Insurtech of the Year at the Asia Fintech Awards in 2023 and 2024, and won twin Insurance Asia Awards in 2025.

Role Overview

Lead Igloo’s embedded-partnerships business across Southeast Asia, with a primary focus on financial-services partners. This leader owns regional accounts after the 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. The role creates one regional standard for account ownership while adapting execution to each market.

Job Responsibilities

• Own the regional portfolio of embedded financial-services accounts, with clear accountability for retention, growth, partner health and issue escalation.
• Design and run the account-management framework: account 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: 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 that focus on decisions, performance gaps and growth actions rather than reporting activity.
• Identify and close expansion opportunities across products, channels and countries; coordinate local teams without losing regional accountability.
• Build a focused financial-services business-development plan: priority segments, named targets, value propositions, origination routes and pursuit strategy.
• Lead complex partnership negotiations through commercial model, product scope, operating model, contracting and launch governance.
• Create clean handovers between business development, account management, product, technology and operations while remaining accountable for the partner outcome.
• Use portfolio data to improve prioritisation, resource allocation, partner economics and early identification of underperformance or churn risk.
• Coach country and account teams; raise the standard of commercial judgment, stakeholder management and follow-through across the region.

Requirements

·   12+ years in partnerships, enterprise business development, strategic accounts or commercial leadership across fintech, insurtech, insurance, banking, payments, lending or adjacent sectors.

·   A record of owning and growing complex regional or multi-market enterprise accounts, including senior executive relationships and commercial accountability.

·   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 - not only managing individual relationships.

·   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.

·   Experience operating across Southeast Asia or similarly diverse markets, balancing regional standards with local realities.

·   Executive presence, concise communication and the judgment to escalate early without creating noise.

·   High ownership and resilience in a scale-up where outcomes depend on influence across functions and countries.

Bonus

·   Experience in embedded insurance, bancassurance, digital financial services, affinity distribution or platform partnerships.

·   Existing relationships across regional banks, digital banks, lenders, wallets, payment companies or fintech ecosystems.

·   Experience with API-led or technology-enabled propositions and confidence partnering with product and technology teams.

·   Built or scaled a regional strategic-accounts or partnerships team.