Business Development Manager, South West

Who is Cover Whale?

Cover Whale is the nation's leading commercial trucking insurtech. We improve road safety by combining the insurance products we sell with our telematics-based, data-driven driver coaching and safety program known as DriveSmart. Our program is proven to save lives while delivering better insurance for our drivers. For more information, please visit www.coverwhale.com. Join us in the mission!

The Role

The Business Development Manager, Southwest Region (Texas, Oklahoma, New Mexico, Arizona, and Nevada OR California) is responsible for driving revenue growth by building and expanding relationships with agency partners across a defined territory, while collaborating cross-functionally to deliver strong distribution outcomes.

This role owns both new partner acquisition and the performance of existing partners, with accountability for meeting or exceeding premium and production goals. In addition, the Business Development Manager manages and develops a team, fostering a high-performance culture, coaching team members, and ensuring alignment with company goals and values.

Responsibilities

• Collaborate with underwriting, marketing, and development teams to develop, manage, and drive distribution strategies and partner premium generation.

• Generate new relationships and develop existing relationships to meet or exceed revenue goals with agency partners located in your territory.

• Represent Cover Whale in meetings with distribution partners, seminars, trade shows, and networking events.

• Prospect new distribution partners and agents.

• Identify and execute opportunities to further engage with current partners.

• Establish, track, and report on KPIs while routinely meeting or exceeding goals.

• Assist in the continuous improvement of business development, partner management, and onboarding processes.

• Establish a positive distribution team culture.

• Conduct market trend research and competitor analysis to identify customer needs and market opportunities.

• Produce strategic development goals to increase revenue growth with our trading partners.

• Research, plan, and implement prospective accounts in target markets.

• Drive a stronger brand image among our current trading partners and prospects through continuous outreach.

• Actively incorporate AI and other emerging technologies into daily workflows to drive efficiency and innovation, while maintaining sound judgment, data integrity, and compliance standards.

Experience/Skills Required:

• At least a Bachelor's degree in a related field, plus 4 to 6 years of business development or account management experience.

• Experience successfully developing and managing retail and wholesale commercial lines brokers/agents, MGAs, MGUs, and other strategic partners.

• Proven ability to drive significant revenue generation results from distribution partners.

• Demonstrated level of comfort and effectiveness in cold calling agency partners.

• Experience in prospecting and negotiating with distribution partners.

• Thorough understanding of insurance business financials.

• Ability to negotiate and navigate complex business situations.

• Deep aptitude for numbers, passion for accuracy, and exceptional attention to detail.

• Superb communication and presentation skills.

• Flexibility/adaptability. Adjusts quickly to changing priorities and conditions. Copes effectively with complexity and change.

Preferred Qualifications

• Experience with AI enablement.

• Experience with commercial trucking insurance.

Working Conditions

This position requires occasional travel to fulfill the responsibilities of the role. When not traveling, the position is fully remote in one of the South West states.

At Cover Whale, we believe in transparent and equitable compensation practices. The expected base pay for this role has a range of $90,306.40 - $125,000 per year. Final base pay is determined based on several factors, including geographical location, skills and experience. Base pay is only part of our total compensation package, which also includes:

• Annual discretionary bonus
• Comprehensive and affordable health, dental, and vision insurance
• Company-paid life insurance, long-term disability, and EAP
• 401(k) company match up to 4 %
• Generous paid time off and company holidays

Cover Whale works to maintain the best possible environment for our employees, where individuals can learn and grow with the company. We strive to provide a collaborative environment where each person feels encouraged to contribute to their processes, decisions, planning, and culture.

Cover Whale is an equal opportunity employer, and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability status, protected veteran status, or any other characteristic protected by law.

Values

• Collaboration & Teamwork — We work across teams, share context openly, and win together.

• Commitment & Accountability — We take ownership, follow through, and deliver on what we commit.

• Courage to Grow — We test, learn, and continuously improve—individually and as a company.

• Pride & Excellence — We hold a high bar and take pride in delivering quality work.

• Making a Difference — We focus on outcomes that create real value for our customers.

• Transparency & Trust — We communicate openly, share information, and build trust through clarity and honesty.