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The Zebra is a leading independent insurance comparison platform founded in 2012, helping customers compare insurance quotes online with tools, resources, and licensed agent guidance. The company is headquartered in Austin, TX, with a distributed US workforce and flexible work arrangements (remote, hybrid, or in-office).
As a Business Development Specialist reporting to the Director of Business Development, you will drive growth through strategic partnerships. Your core responsibilities include:
• Building and maintaining a robust pipeline of new partnership opportunities aligned with business expansion goals
• Screening, analyzing, and prioritizing potential deals based on business impact and strategic fit
• Negotiating contract terms and compensation structures that create mutual value
• Coordinating cross-functional implementation of new partnerships post-close
• Developing industry awareness of The Zebra's current and upcoming product offerings
• Collaborating with research and design teams to create sales materials and partnership collateral
• Researching and presenting industry trends, competitive intelligence, and new business expansion opportunities
• Working closely with Product to identify partnerships that expand product relevance
• Building and executing brand awareness strategies within the industry
• Establishing and maintaining senior-level relationships with key partners
This is a cross-functional role requiring strong ownership, communication, and collaboration skills. You will influence internal teams, manage multiple projects simultaneously, and travel approximately 25% of the time.
REQUIREMENTS:
• 3–6 years of proven business development or partnership experience
• Understanding of key industry metrics and data analysis capabilities
• Experience in contract negotiation and contract management
• Ability to manage multiple projects and prioritize effectively
• Strong executive presence and presentation skills
• Ability to influence cross-functional teams
• Comfort with data analysis to structure proposals and deals
• Passion for business development with strategic vision and attention to detail
• Willingness to travel 25% or more
PLUS (Nice-to-Have):
• Digital marketing or e-commerce experience
• Insurance industry background and established carrier relationships
