Business Development Specialist

TheZebra.com meets customers right where their search for car and home insurance begins: online. We provide easy-to-use tools and services, plus friendly, licensed agents who offer advice and guidance at any point along the way. The Zebra has helped customers compare over 74 million quotes since 2012. At its heart, both insurance and tech industry veterans collaborate together to simplify insurance shopping for customers. In today's digital world, The Zebra's customer-centered approach offers people the choices they want and simplicity they need.

The Zebra was recently named Austin Business Journal's 2026 Best Place to Work. Our motto is "All Stripes Welcome." Building the best product, the best teams, and the best company comes from inviting a diverse array of voices, backgrounds, and perspectives to contribute, making everyone feel welcome. Our Zeebs are passionate about learning, growing, and working together to tackle exciting problems.

We’re a purpose-driven company looking for a Business Development Specialist to help us grow and expand our business. This cross-functional role will be responsible for sourcing, pitching, negotiating, and securing new, strategic partnerships that will provide value to our customers and drive incremental revenue. Reporting to the Director of Business Development, you will be an integral part of building our brand presence in the industry as a whole.

Our company headquarters are in Austin, TX, but our employees work remotely across the US. For folks who live around Austin, we offer the option to join us in our office or opt for a hybrid setup. Whether you prefer the structure of an office, the convenience of remote work, or a mix of both, we support what works best for you!

Please note: at this time we are not able to hire in Massachusetts.

• Establish and maintain a robust pipeline of new partnership opportunities based on business needs and target areas of expansion

• Screen and prioritize business deals by analyzing business impact, and structure deals effectively to ensure they drive value to The Zebra

• Negotiate contract terms and compensation that serve client needs and are incrementally valuable to The Zebra’s business

• Bring business deals to life by coordinating with internal teams to implement new partnerships efficiently once contracts are closed

• Build industry awareness of current and upcoming product offerings at The Zebra

• Partner with research and design to create and enhance sales materials necessary to secure partnerships

• Research and present industry trends, competitive intelligence, major industry movements, and new lines of business for expansion

• Partner closely with Product to determine the necessary partnerships needed to expand our product relevance

• Build and execute strategies to expand our brand awareness in the industry

• Establish senior level relationships

As we evaluate candidates across all roles, we look for folks who have a strong sense of ownership, great communication and collaboration skills, and a dedication to continuous improvement.

• 3-6 years of proven experience

• Understanding of key industry metrics

• Digital marketing/e-commerce experience a plus

• Comfort with data analysis to structure proposals and deals effectively

• Experience in contract negotiation and contract management

• Ability to manage multiple projects at once and prioritize appropriately

• Ability to influence cross-functional teams

• Strong executive presence and presentation skills

• Passion for business development

• Big picture strategic vision with focused attention to detail

• Ability to travel 25% or more of the time

• Digital marketing/e-commerce experience a plus

• Insurance industry experience and established carrier relationships a plus

• When we say "All Stripes Welcome," we mean it. Considering viewpoints outside of our own creates a better, more inclusive experience for everyone.

• We live and breathe inclusion. You will be part of a wide array of voices, opinions, and experiences that inform everything we do.

• We believe in innovation. You will be part of experimentation, creative problem solving, cross-functional collaboration, and testing new approaches, tools, and ideas.

• We trust our teams. You'll own your work, balancing personal accountability with team accountability.

• We care about each other. You'll join a team that truly lives their values, both in and out of the office.

• We take thoughtful action. You will be empowered to do the right things as efficiently as possible.

Inclusive and healthy environments are crafted intentionally. All of our employees can join and participate in (or create your own!) Employee Resource Groups. Here are some other wonderful perks of working here:

• Competitive Compensation & Stock Option Offering

• Health, Dental, Vision & Disability Coverages

• HSA offering + employer contribution

• 401k with match

• Unlimited PTO (paid time off)+ flexibility to enjoy it

• Paid Parental Leave Program

• Wellness perk ($100/month)

• Pet Adoption Reimbursement ($300/year)

• Learning & Development Opportunities

• Join a team that truly lives their values (outside of the office. Cliche, we know… but we really mean it)

The Zebra is the nation’s leading, independent insurance comparison site. With our dynamic, real-time quote comparison tool, consumers can identify insurance companies with the coverage, service level, and pricing to suit their unique needs. Headquartered in Austin, Texas, The Zebra has sought to bring transparency and simplicity to insurance shopping since 2012 -- it's “insurance in black and white.”

We've garnered attention and investment of some of the nation’s top venture capitalists. Check out all of our awards & recognition!

Our core mantra is "All Stripes Welcome." As part of our dedication to maintaining an inclusive and diverse workforce, we provide equal employment opportunities (EEO) to all employees and applicants without regard to race, color, religion, sex, national origin, age, disability or genetics. We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform core job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation!