Director of Business Development

Austin, TX
As The Zebra’s Director of Business Development, you play a key role in leading the new business strategy to support the company’s objectives. You’ll own creating the process for prospecting, pitching and closing new business, ensuring that each deal we negotiate drives value for The Zebra. You’ll be the face of The Zebra at industry-facing events, promoting company products and keeping the industry players abreast of what differentiates The Zebra and why those companies should partner with us. In addition, you’ll provide market research insights and industry news to internal stakeholders to ensure we maintain our competitive edge in a constantly changing market.


Lead Business Development Strategy

    • Own the Business Development Strategy holistically based on the needs of the business and target areas of expansion
    • Lead and maintain a robust pipeline of new opportunities in the P&C market with an emphasis on the major industry players/Tier 1 prospects
    • Screen and prioritize business deals by analyzing business impact and structure the deal effectively to ensure it drives business value for The Zebra
    • Understand our prospects’ strategy and organization on a fundamental level and align our partnerships to meet both parties needs
    • Negotiate contract terms and compensation that serve client needs but are incrementally valuable to The Zebra’s business 
    • Bring new business deals to life by coordinating with teams internally to create timelines and executing on contract to close efficiently 
    • For deeper integrations, work closely with Integrations Team on IT project timelines and requirements and set expectations with external stakeholders accordingly 
    • Provide leadership team with visibility into ongoing pipeline and upcoming new business launches by creating a sales funnel report 

Oversee Business Development Team

    • Build, lead, and mentor The Zebra’s business development team
    • Define success metrics for each of your team members that ultimately contributes to overall company KPIs
    • Manage and mentor business development associate(s) on prospecting strategy to support company objectives
    • Mentor and work alongside team members through qualification, discovery, proposal, compensation and negotiation discussions
    • Train team members on a streamlined process for effectively closing new business from initial pitch to launching on our site 

Promote Company Products and Drive Growth

    • Build industry awareness and recognition of current and upcoming product offerings at The Zebra 
    • Work with account management team to roll out new products for cross-selling to existing client base. Help to develop the go-to-market strategy internally in order to effectively position new products to prospective and existing clients
    • Lead the coordination with design and product to bring these products to market
    • Create compelling sales materials necessary for closing new business. This includes: New business pitch decks, Case studies, Product one pagers
    • Be ‘the face of The Zebra’ at industry-facing events, promoting new business and bringing industry insights home to senior leadership
    • Own conference planning and ensure The Zebra has a presence through your team’s attendance at important industry events. Research and plan attendance, line up speaking engagements and schedule meetings with prospective carriers 

Conduct Market Research

    • Research industry and carrier trends and present findings to senior leadership
    • Understand where our competitors are excelling with carriers in the market and surface up these findings to the business
    • Create and maintain competitive intelligence reports to keep a pulse on where we can focus our efforts and fill the gaps
    • Identify new entrants by researching industry and related events, publications and announcements 
    • Keep commercialization team and other departments aware of industry news
    • Have a strong pulse on new entrants and ensure we are having discussions with those that may be a good fit for The Zebra’s business


    • 8+ years of relevant experience including  4+ years of sales and/or sales management, insurance industry experience is required
    • Established relationships with Top P&C carrier contacts a plus
    • Travel will be required for this role, ~25% of time
    • Comfortable with industry metrics and data analysis for structuring our deals properly
    • Experience in contract management and negotiation for ecommerce relationships
    • Direct experience and passion for managing and leading a business development team
    • Ability to manage complex and multifaceted relationships
    • Strongly motivated by sourcing and closing new partnerships with ability to effectively measure contribution of those deals to the business
    • Ability to manage projects of varying size and scope simultaneously while prioritizing appropriately
    • Can effectively liaise between business development team and senior leadership of the commercialization team
    • Prefer high-growth startups to the corporate world and want a busy environment where you can add real value and contribute your ideas
    • Very strong interpersonal and communication skills to motivate team members and drive cross-department alignment to the overall strategy


    • Competitive Compensation & Stock Option Offering
    • Health, Dental, Vision & Disability Coverages
    • HSA offering + employer contribution
    • Unlimited PTO + flexibility to enjoy it
    • Paid Parental Leave Program
    • Commuter Benefits (up to $100/month)
    • Wellness perk ($100/month)
    • Learning & Development Stipends
    • Onsite Full Service Barista
    • Wednesday Catered Lunch + Fully Stocked Fridges
    • Opportunity to join Employee Resource Groups (ERGs) or drive our diversity & inclusion stance by creating your ownJoin a team that truly lives their values, and values their lives (outside of the office. Cliche, we know… but we really mean it)

The Zebra is the most comprehensive online car insurance comparison platform in the U.S. Since 2012, the company has brought transparency and simplicity to car insurance shopping — “car insurance in black and white.” The Zebra compares over 200 car insurance companies, and with its real-time, side-by-side quote comparison tool, drivers can easily and quickly find the coverage, service level, and pricing to suit their unique needs.

Headquartered in Austin, Texas, The Zebra has garnered the attention and investment of some of the nation’s top venture capitalists, and the company’s success has been profiled in publications like Inc., Time, Forbes, and TechCrunch. Austin Business Journal named The Zebra a Best Place to Work in 2015, 2016, and 2017. Austin American-Statesman also awarded The Zebra as a Top Workplace in 2016.

The Zebra is aiming to grow our fantastic team to add to our dynamic culture and continue building on our success. Working at The Zebra means never being bored, always being challenged, and supporting one another. We’re a happy, hardworking group, and we’re eager to add “new stripes” who share those values.

The Zebra is an equal opportunity employer and “at will” company.

As part of our dedication to maintaining an inclusive and diverse workforce, The Zebra provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability or genetics. In addition to federal law requirements, The Zebra complies with applicable state and local laws governing nondiscrimination in employment. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.

The Zebra expressly prohibits any form of workplace harassment based on race, color, religion, gender, sexual orientation, gender identity or expression, national origin, age, genetic information, disability, or veteran status. Improper interference with the ability of The Zebra's employees to perform their job duties may result in discipline up to and including discharge.

**No external recruiters or agents, please.**