Jan 2023 – Jan 2025 · 2 yrs

• TLDR - The team I led grew the business from $100K to $20M in topline
• When I took charge, we had just one insurer on board, a strained relationship with another, and a notice issued by the IRDAI. The environment was challenging: we didn’t have a license to sell insurance ourselves, few insurers were willing to work with us, and trust in the ecosystem was thin.
• Over the next two years, we grew the business from $100K to $20M in ARR — despite all of that. We went from 1 to 3 insurer partnerships — including reviving the strained relationship, which eventually became our largest revenue partner. On the distribution side, we scaled from 1 to 6 channel partners, including signing one of India’s largest homegrown insurance brokers.
• This wasn’t a solo win. The team was small, scrappy, and deeply aligned. We rebuilt trust with every stakeholder — clients, insurers, and brokers, and made deliberate bets on pricing, partnership structure, and operational focus. One of our outsourcing partners even pivoted their business model based on our work together, and today, that line accounts for 80% of their revenue.
• Why it matters: Because it was growth against the odds — regulatory, commercial, and operational.