Black & White Zebra Industries Inc.→
Head of Revenue at Black & White… · San Diego
Skills
Job Description
About the Role
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, then 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.
Who You Are
You're a hands-on commercial leader with a background in Media (ideally B2B) who'd rather be in a deal than in a deck review. You've built revenue from the front lines, pitching, negotiating, and closing complex programs yourself, and you've used what you learned to package those wins into something a team can sell repeatedly.
You think in systems. You see how Sales, Product, Delivery, and RevOps need to fit together, and you have the patience to install the cadences, handoffs, and reporting that turn four functions into one engine. You're as comfortable in a forecast review as you are on a customer call.
You're drawn to smaller, faster orgs because that's where you can actually move things. You don't need a 200-person sales team and three layers of leadership to get something done — and you'd rather build the playbook than inherit one. You raise the bar on the people around you.
What You'll Be Doing
The first six months are deliberately narrow: events business and new integrated revenue products. We are diversifying our portfolio of audience products and you'll have a pivotal role in leading the development of our offerings by field testing our ideas with our top customers.
Day-to-day you'll be:
- 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.
How Your Success Will Be Measured
- Total revenue growth — across PPC, premium listings, sponsorships, events, and integrated programs ($/quarter).
- Integrated program revenue mix — % of total revenue coming from multi-product / enterprise / campaign-based deals. Target: 25–40%.
- Revenue efficiency — revenue per FTE / contribution margin ($/quarter). Growth has to be scalable, not just bigger.
Your Skillset Includes
- 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.
Nice to Haves
- Direct experience in the events industry
- Experience selling to B2B SaaS / tech buyers specifically.
- Experience standing up or scaling a Program Delivery / AdOps function from scratch.
- Familiarity with the agency / professional services overlay common in B2B media businesses.
About the Role
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, then 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.
Who You Are
You're a hands-on commercial leader with a background in Media (ideally B2B) who'd rather be in a deal than in a deck review. You've built revenue from the front lines, pitching, negotiating, and closing complex programs yourself, and you've used what you learned to package those wins into something a team can sell repeatedly.
You think in systems. You see how Sales, Product, Delivery, and RevOps need to fit together, and you have the patience to install the cadences, handoffs, and reporting that turn four functions into one engine. You're as comfortable in a forecast review as you are on a customer call.
You're drawn to smaller, faster orgs because that's where you can actually move things. You don't need a 200-person sales team and three layers of leadership to get something done — and you'd rather build the playbook than inherit one. You raise the bar on the people around you.
What You'll Be Doing
The first six months are deliberately narrow: events business and new integrated revenue products. We are diversifying our portfolio of audience products and you'll have a pivotal role in leading the development of our offerings by field testing our ideas with our top customers.
Day-to-day you'll be:
- 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.
How Your Success Will Be Measured
- Total revenue growth — across PPC, premium listings, sponsorships, events, and integrated programs ($/quarter).
- Integrated program revenue mix — % of total revenue coming from multi-product / enterprise / campaign-based deals. Target: 25–40%.
- Revenue efficiency — revenue per FTE / contribution margin ($/quarter). Growth has to be scalable, not just bigger.
Your Skillset Includes
- 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.
Nice to Haves
- Direct experience in the events industry
- Experience selling to B2B SaaS / tech buyers specifically.
- Experience standing up or scaling a Program Delivery / AdOps function from scratch.
- Familiarity with the agency / professional services overlay common in B2B media businesses.
Salary Statement:
This full-time position is available as either a remote or hybrid position (depending on location), with an annual salary in the range of $180,000 to $230,000 USD. The range is a guide for the expected skills, knowledge, and experience for new hires based in USA only. Seniority level and salary ranges are determined through interviews and a review of education, experience, knowledge, skills, abilities of the applicant, equity with other team members, and alignment with market data. This means ranges will vary for candidates based outside of USA and/or at different seniority levels. In addition to annual salary, full-time employees are eligible for a discretionary bonus and a comprehensive benefits package.
About Us:
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 - with the goal of connecting people with knowledge, skills and tools they need to succeed professionally in the age of AI.
We got our start in 2011 as The Digital Project Manager blog, founded by our CEO Ben Aston. Since then, we’ve grown into an international team of 70+ creators, strategists, and innovators with a portfolio of more than 15 online publications. 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 Companylist as well as Deloitte'sFast 50 program, received a CMI award for Best Digital Publication for The Digital Project Manager—and we’re listed in both Canada's Top Small & Medium Employers, and Best Employers in BC!
All of this growth is driven by our commitment to our mission: In a world of evolving skills, practices, and technology, we’re creating a playbook for the future of work and empowering communities to create it with us.
Want to learn more?****Watch this videoto learn why the team love working at BWZ!
Diversity Equity and Inclusion:
Black and White Zebra is an equal opportunity employer and considers all candidates for employment regardless of race, color, religion, sex, national origin, citizenship, age, disability, marital status, military or veteran’s status (including protected veterans, as may be required by federal law), sexual orientation or any other category protected by law. We celebrate all backgrounds and attributes that continue to help make our team impactful, iterative, adaptable, and fun!
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