Sales Development Representative - Carrier Relationships

The Zebra, named a Best Place to Work in Austin four years running, revolutionizes how connected consumers research and shop for insurance. We intentionally strive to build diverse teams that feel inclusive for all. Our motto is "All Stripes Welcome," we put that into practice by valuing traditional and non-conventional backgrounds and perspectives. Our Zeebs are passionate about learning, growing, & working together to tackle exciting problems. We are looking for a highly motivated Sales Development Representative (SDR) to spearhead our outreach to new insurance carriers. Your primary goal is to foster initial relationships, navigate complex corporate hierarchies, and secure introductory meetings for our Account Management team. You will also sit in on these meetings to ensure a seamless handoff and continue the relationship-building process. Location: While we are open to remote work across the contingent US, we are still establishing our company to support work in all states! We are set up to support employees who want to be fully remote, in-office only, or a mix of the two. Please note - At this time we are not able to hire in California or Massachusetts Key Responsibilities: Targeted Prospecting: Identify and research key stakeholders and decision-makers within target insurance carriers. Outbound Outreach: Execute cold calls, personalized emails, and LinkedIn outreach to initiate conversations with carrier representatives. Relationship Nurturing: Act as a persistent, professional liaison, understanding that carrier sales cycles are long and require consistent, high-value follow-ups. Meeting Generation: Qualify prospects and schedule discovery/introductory meetings between carrier representatives and our Account Managers. Collaborative Selling: Attend the meetings you book alongside the Account Manager to facilitate introductions, take notes, and help drive the next steps. Pipeline Management: Maintain accurate and up-to-date records of all activities, contacts, and pipeline progress in our CRM. What We’re Looking For: 1–3 years of B2B sales or SDR experience (experience in InsurTech or insurance is a plus). Exceptional resilience and patience; you understand how to navigate long sales cycles and large corporate structures without losing momentum. Excellent verbal and written communication skills—you can craft compelling messages that grab the attention of busy executives. A collaborative mindset; you are excited to partner closely with Account Managers to get deals across the finish line. High organizational skills and proficiency with CRM software (e.g., Salesforce). Benefits & Perks: 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 plan + employer match Unlimited PTO (paid time off)+ the 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 base salary for this position is $59,500 per year with a Total OTE of $85,000 annually. About The Zebra: 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.