Head of Commercialization

The Zebra•Austin, TX

1d•Hybrid

About The Position

The Head of Commercialization will be responsible for leading the account management team and establishing a new Business Development function. This role involves ensuring client needs are met, growing the client revenue portfolio through retention and acquisition, and defining success metrics for team members. The position requires quick thinking, creative problem-solving for challenging situations, and strong collaboration skills across departments. The Zebra.com aims to simplify insurance shopping by providing online tools, services, and licensed agents. The company values a customer-centered approach, offering choices and simplicity. The Zebra was recognized as one of Austin Business Journal's 2026 Best Place to Work, with a motto of "All Stripes Welcome," emphasizing diversity and inclusion.

Requirements

10+ years of relevant experience within the insurance industry, with significant time spent in leadership roles.
Proven experience in building new departments or functions from scratch, specifically within Business Development or Sales.
Salesforce experience.
Ability to manage complex and multifaceted relationships and establish strong, meaningful connections with key carrier partners.
Strong analytical experience in ad revenue operations.
Ability to manage projects of varying size and scope simultaneously while prioritizing appropriately.
Very strong interpersonal skills to motivate team members and effectively liaise with senior leadership across various departments.
Ability to travel 25%.

Responsibilities

Build, lead, and mentor The Zebra's established account management team.
Hire and establish the inaugural Business Development team.
Set success metrics for each functional area that contribute to overall company goals.
Help team members size the impact of increased/decreased investment from partners and devise creative strategies.
Research and present industry trends, competitive intelligence, and major industry movements to identify new lines of business for expansion.
Partner closely with Product to determine necessary partnerships for expanding product relevance.
Own points of distribution, traffic monetization, and supporting external relationships.
Identify, scope, and strategize new means of monetization and additional product lines in partnership with the executive team.
Effectively manage pivots in product strategy to hit company targets.
Drive revenue growth and improve KPIs for the commercialization team by managing a portfolio of accounts.
Develop structured proposals for new business and increased investment in The Zebra's products.
Set and achieve quarterly goals, ensuring client performance targets are met and investment is scaled.
Analyze performance metrics and financial data to identify trends, improvement areas, and performance gaps.