Head of Commercialization

Senior Director of Commercialization

The Zebra's Senior Director of Commercialization will be responsible for passionately leading the account management team as they work directly with leading industry carriers while architecting and launching a brand-new Business Development function from the ground up. You will ensure all of our client's needs are met and our client revenue portfolio grows through both existing retention and new acquisition. You'll define and set success metrics for each team member to give them the direction they need to contribute to the company's overall goals. You have the ability to think quickly on your feet and have the creative capability to address challenging situations head-on. You have a motivating and energizing personality and work well with others across departments.

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 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 California or Massachusetts.

What You'll Do:

Team Leadership & Strategy:

• Develop and Scale: Build, lead, and mentor The Zebra's established account management team while simultaneously hiring and standing up the inaugural Business Development team.

• Define Success: Set success metrics for each functional area that ultimately contribute to overall company goals.

• Strategic Growth: Help team members to size the impact of increased/decreased investment from each of our partners and devise creative strategies to address each account or new lead.

• Market Intelligence: Research and present industry trends, competitive intelligence, and major industry movements to identify new lines of business for expansion.

• Cross-Functional Collaboration: Partner closely with Product to determine the necessary partnerships needed to expand our product relevance.

• Revenue Ownership: Own points of distribution, traffic monetization, and the external relationships that support them.

• Innovation: Identify, help scope, and strategize new means of monetization and additional product lines in partnership with the executive team.

Strategic Planning & Performance:

• Adaptability: Effectively manage pivots in product strategy to hit company targets.

• Portfolio Management: Drive revenue growth and improve KPIs for the commercialization team by effectively managing a portfolio of accounts across all products.

• Investment Proposals: Work with the teams to develop structured proposals for new business and increased investment in The Zebra's products.

• Goal Achievement: Set and achieve quarterly goals, ensuring The Zebra continues to hit client performance targets while continuing to scale investment.

• Analysis: Analyze performance metrics and financial data to identify trends, improvement areas, and performance gaps.

What We're Looking For:

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.

• Deep Expertise: 10+ years of relevant experience within the insurance industry, with significant time spent in leadership roles.

• Builder Mindset: Proven experience in building new departments or functions from scratch, specifically within Business Development or Sales.

• Technical Proficiency: Salesforce experience.

• Relationship Mastery: Ability to manage complex and multifaceted relationships and establish strong, meaningful connections with key carrier partners.

• Operational Rigor: Strong analytical experience in ad revenue operations.

• Multitasking: Ability to manage projects of varying size and scope simultaneously while prioritizing appropriately.

• Communication: Very strong interpersonal skills to motivate team members and effectively liaise with senior leadership across various departments.

• Mobility: Ability to travel 25%.

Why Work Here?

• When we say "All Stripes Welcome," we mean it. Considering viewpoints outside of our own as individuals 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; testing new approaches, tools and ideas and learning from those tests; and understanding when innovation can drive real impacts and when it may not be needed.

• We trust our teams. You'll own your work, balancing personal accountability with team accountability. Together, we take pride in individual and team contributions; make thoughtful decisions; and want our teammates to succeed.

• We care about each other. You'll join a team that truly lives their values, both in and out of the office. Our Zeebs have honest conversations, give direct feedback, and remember that we are all people here to do great work.

• We take thoughtful action. You will be empowered to do the right things as efficiently as possible, not just checking boxes off a list without thinking.

Benefits & Perks:

Inclusive and healthy environments are crafted intentionally. Here are some other wonderful perks of working here:

• Competitive Compensation & Stock Option Offering

• Health, Dental, Vision & Disability Coverages

• End early Fridays (no meetings after 2pm CST on Fridays!)

• Sabbatical program for tenured employees

• HSA offering + employer contribution

• Fertility support through Carrot

• $100 monthly wellness perk

• $300 pet reimbursement program

• 401k with match

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

• Paid Parental Leave Program

• Learning & Development Opportunities

The base salary range for this position is $225,000 - $275,000 per year. The final salary amount will be determined based on a variety of factors, including experience, skills, internal equity, and insights gained throughout the interview process

About The Zebra:

Headquartered in Austin, Texas, The Zebra seeks to bring transparency and simplicity to car and home insurance shopping – it's Insurance in black and white.®

We've garnered attention across the industry and across the nation. Check out all of our awards & recognition!

Our core motto 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 regardless of 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!