[Hiring] Head of Revenue @Black & White Zebra

Role Description

BWZ is evolving from a focus on demand gen products to a broad suite of Brand-to-demand products. Instead of one-off PPC placements and standalone sponsorships, our clients increasingly want integrated programs: content, events, newsletters, lead gen, and executive engagement, all designed around their pipeline. This role exists to lead that shift.

You'll own BWZ's revenue engine end-to-end:

• Validating what enterprise clients will actually pay for.
• Personally shaping and closing the strategic deals that prove it.
• Converting those wins into repeatable revenue products the rest of the team can sell.

You'll lead a tight commercial group spanning sales, program delivery, events leadership, audience and partnerships, reporting directly into the COO.

This is not a Head of Sales and not a Head of Marketing. It's a systems leader who turns audiences, products, and programs into scalable, predictable revenue.

Qualifications

• VP-level experience leading a revenue or commercial function — ideally at a B2B media, events, or marketing-services company.
• A track record of personally closing strategic, multi-product, six-figure-plus deals (not just managing sellers who close them).
• Background in integrated marketing / media campaign sales: newsletters, demand gen, lead gen, sponsorships, content programs, sponsored events.
• Experience packaging custom deals into repeatable revenue products — pricing, packaging, proposal frameworks, sales playbooks.
• Demonstrated ability to align Sales, Product, Delivery/AdOps, and RevOps as one operating system, with clean handoffs and reliable forecasting.
• Strong commercial judgment on pricing, deal structuring, and margin discipline.
• A coaching instinct — comfortable raising the bar on enterprise selling capability across an existing team.

Requirements

• Personally pitching, negotiating, and closing high-value strategic deals — particularly the new, complex, integrated programs that need a senior operator to land them.
• Designing custom multi-channel campaigns for enterprise B2B clients (newsletter, lead gen, content, sponsored events, executive 1:1s, syndication) — and turning the patterns you see into packaged offers, pricing, and proposal templates.
• Standing up a Program Delivery function with clear handoffs from sales → delivery, real SLAs, and reliable execution.
• Auditing and restructuring the sales org — clarifying segmentation between core demand-gen products and enterprise/event sales, fixing capability gaps, aligning targets and compensation.
• Installing the operating cadence: weekly pipeline reviews, monthly forecasting, KPI dashboards, clean deal-stage discipline.
• Coaching the sales team on integrated program selling, deal structuring, and pricing discipline.
• Partnering with events and content leaders on the partnerships and SaaS-vendor relationships that feed the integrated programs pipeline.

Benefits

• Annual salary in the range of $200,000 to $245,000 CAD.
• Eligible for a discretionary bonus.
• Comprehensive benefits package.

Company Description

We’re a rapidly growing, independent media tech company headquartered in Vancouver, B.C. Canada. Since 2012, our portfolio of influential digital publications has been helping millions of people succeed at work.

• Our brands cover thought leadership for executives in project management, people management, product management, tech, marketing, and many others.
• We enjoy an impact-driven environment that combines the agility of a startup with the creativity of an agency and the diversity of a global company.
• We’ve previously ranked #30 in The Globe and Mail’s Fastest Growing Company list as well as Deloitte's Fast 50 program.
• We’re listed in both Canada's Top Small & Medium Employers, and Best Employers in BC!