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!

Title: Senior Editor, Research & Intelligence Location: USA / San Diego, California / Austin, Texas / Chicago, Illinois / Denver, Colorado / Jersey, New Jersey / Tampa, Florida Department: Media – Audience Full time employee Remote Job Description: About the Role We are looking for a Senior Editor, Research & Intelligence to help us understand what our audience actually cares about and turn that into content, products, and measurable audience growth. This role sits at the center of our audience and editorial strategy. Your job is to gather real-world input from interviews, surveys, events, strategic partners, and market activity, and turn it into clear insights that shape what we publish, what we build, and how we grow our subscriber base. This is not a traditional editing role. It is about identifying patterns, making sense of information, and helping the organization make better decisions based on real audience needs. Your work will directly improve content quality, increase conversion, and drive audience growth. Who You Are: You are someone who naturally asks, “What is actually going on here?” and then goes and finds the answer. You are comfortable working with both qualitative and quantitative inputs, including conversations, interviews, survey data, partner insights, and performance data, and turning them into something useful and clear. You do not just collect information. You connect dots, spot patterns, and explain what it means and what to do next. You are also a strong editor and communicator. You can take complex ideas and make them simple, structured, and actionable. You do not stop at insight. You push through to what should happen next. What You’ll Be Doing: 1. Build a clear understanding of our audience: You will lead how we gather insight about senior decision-makers across our brands. - Run surveys and research to capture first-party data - Conduct and synthesize editorial interviews and expert conversations - Pull insights from events, community discussions, and market activity - Gather and synthesize insights from strategic partners and external collaborators - Identify patterns in what our audience cares about, struggles with, and prioritizes Your goal is to build a consistent, reliable view of what matters most to our audience. 2. Turn inputs into clear, usable insights: You will take what we learn and turn it into direction. - Translate research and observations into clear insights tied to decisions - Bring together internal data and partner insights into a single point of view - Connect insights directly to recommended actions and expected outcomes - Translate insights into clear reports and briefings that leadership and teams can act on - Inform editorial direction, content strategy, and audience targeting - Ensure major initiatives are grounded in real audience understanding Your work should answer: What does this mean, and what should we do differently because of it? 3. Lead insight-driven content and research: You will create the outputs that demonstrate our authority and drive audience growth. - Develop reports, surveys, and insight-driven content - Partner with strategic partners on co-created research and intelligence projects - Support experiences designed to convert readers into subscribers, including interactive tools and insight-driven email content - Package findings into formats that attract and convert subscribers - Ensure insight-driven content and research directly contribute to subscriber growth - Partner with revenue, sponsorship, and events teams to ensure this work supports commercial opportunities These outputs should drive credibility, subscriber growth, and measurable performance. 4. Measure performance and make recommendations that drive audience growth: You will own how insight-driven work is evaluated and improved, with a clear focus on driving audience growth. - Define how we measure the performance of insight-driven content and experiences - Track and analyze performance to understand what is driving subscriber growth and what is not - Make clear, actionable recommendations tied directly to audience growth - Deliver clear, actionable reports to leadership and teams that inform decisions and next steps - Partner with editorial, audience, and product teams to apply those recommendations - Use insights from partners to inform what we prioritize, measure, and scale Your work should lead to continuous improvement and measurable audience growth. 5. Build a repeatable system for insight: You will create a system, not one-off projects. - Establish a consistent pipeline from input to insight to output - Incorporate partner-driven insights into ongoing workflows - Create repeatable ways to gather, analyze, and apply insights - Ensure we are continuously learning and improving - Help the company stay ahead of audience needs and market shifts The goal is to make insight part of how we operate every day. How Your Success Will Be Measured: - Growth in subscribers from our target audience through insight-driven content - Improved conversion rates on research, reports, and insight-based experiences - Increased return engagement from audiences acquired through these efforts - Successful delivery of co-created research or insight projects with partners - Clear, actionable recommendations and reporting that lead to measurable audience growth - Evidence that insights are shaping editorial, product, and audience decisions Your Skillset Includes: - Experience working with research, insights, or audience data in a way that influenced decisions - Strong interviewing and synthesis skills, with the ability to turn conversations and data into clear insights - Ability to connect qualitative inputs and performance data to recommendations and next steps - Experience creating content, reports, or products based on research or insights - Experience designing and running surveys or structured research projects - Experience turning research or insights into subscriber growth or audience-facing products - Experience working with external partners to gather insights or develop joint initiatives - Comfort working across editorial, audience, product, and partnerships - Strong judgment and clarity in how you communicate findings Nice to Haves: - Experience synthesizing insights from executive-level interviews with senior decision-makers - Experience informing event programming or cross-channel initiatives based on research or insights - Experience collaborating with external partners on co-created research, surveys, or insight-driven content - Familiarity with using AI or emerging tools to analyze audience behavior or surface insights Why This Role Matters: This role ensures we are building for real people with real needs, not assumptions.By grounding our content, products, and strategy in actual audience and partner insight, this role helps us: - Create more relevant, higher-performing content - Build stronger trust with senior decision-makers - Drive audience growth through insight-led content and experiences - Convert more effectively and retain attention over time - Strengthen strategic partnerships through shared intelligence - Continuously improve how we perform and grow $95,000 - $130,000 a year Salary Statement: This full-time position is available as a remote role that offers an annual base salary in the range of $95,000 to $130,000 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.

• Translate and distribute content into social formats: You will extend the reach of our content and thought leadership across social platforms. • Capture and repurpose video, written, audio, and event content • Create short-form, platform-native content across channels • Identify and extract key moments from editorial, audio, and events • Extract and adapt key moments from audio content into short-form formats • Translate ideas into formats that are engaging, shareable, and repeatable • Experiment with emerging formats and platform features • Execute social growth campaigns across organic, paid, and partner channels: You will plan and launch campaigns that amplify key content and drive audience growth. • Launch campaigns tied to content, events, and thought leadership • Use organic distribution, paid amplification, and partnerships to extend reach • Plan, launch, and optimize paid social campaigns to drive reach, engagement, and subscriber growth • Build and manage creator and expert partnerships • Execute distribution partnerships across platforms • Build and manage direct relationships with platform partners such as LinkedIn and YouTube to unlock distribution opportunities, features, and insights • Identify and leverage platform opportunities to increase visibility • Optimize performance and build repeat engagement and retention: You will own how social performance improves over time. • Track performance across content, campaigns, and paid channels • Analyze engagement, reach, repeat interaction, and retention data • Optimize formats, timing, targeting, and distribution strategies • Continuously test and refine content and campaign approaches • Build repeatable formats and campaigns that drive consistent engagement and return behavior • Drive subscriber growth and community development from social channels: You will connect social activity directly to audience growth. • Develop and execute strategies that convert social audiences into subscribers • Optimize social-to-subscriber conversion pathways • Ensure social content consistently drives traffic to owned channels • Track and improve conversion performance across platforms • Build repeatable systems that turn engagement into measurable subscriber growth • Measure performance and optimize for audience growth and retention: You will own how social performance is measured and improved, with a clear focus on growth and retention. • Define how success is measured across social content and campaigns • Track and analyze performance across organic, paid, and partner channels • Identify what is driving engagement, reach, subscriber growth, and retention • Make clear adjustments to improve performance over time • Ensure social activity is tied to measurable audience growth and retention outcomes.

About the Role This is a high-impact, zero-to-one role focused on personally driving and closing new revenue streams for BWZ. You will work directly with enterprise buyers to sell and deliver integrated marketing programs that combine content, events, data, and demand generation into cohesive, outcome-driven solutions. Through these deals, you’ll play a central role in shaping how we bring new offerings to market; identifying where we can create the most value for customers, and turning that into scalable, repeatable revenue streams. You are not supporting sales, you are the one closing the deal. Operating at the intersection of enterprise sales, product development, and go-to-market strategy, you’ll take early-stage ideas from concept to commercialization. You’ll lead high-value deals end-to-end, using real customer insight to refine positioning, pricing, and packaging. Then you'll translate what works into structured offerings that can scale across our platform. This role is ideal for someone who thrives in ambiguity and wants to build. Success is defined not just by revenue closed, but by the creation of durable, high-value products that deepen partnerships, increase contract value, and expand BWZ’s role in our customers’ growth strategies. You are the commercial owner of these deals — responsible for carrying them from first conversation through to signed contract. Who You Are: - You’re a builder. You’re energized by turning undefined ideas into real revenue and real products. - You’re a closer. You know how to move from conversation to commitment and aren’t afraid to ask for the deal. - You don’t wait for perfect structure, you create it. Ambiguity doesn't slow you down. - You’re commercially minded. You instinctively look for where value is created, how it’s packaged, and what a customer will actually pay for. - You know how to navigate senior stakeholders. You can move from high-level strategy conversations to closing a deal without losing momentum. - You balance short-term wins with long-term scalability. You’re not just closing deals — you’re looking for patterns that can scale. - You take ownership. If something needs to be figured out (positioning, pricing, packaging, etc.) you lean in rather than waiting for direction. What You'll Be Doing (Responsibilities): - Close high-value enterprise deals - Own the full lifecycle from discovery to signed contract for integrated programs across events, content, data, and demand generation. - Lead with event-led partnerships - Develop and sell event sponsorships as a core entry point into broader partnerships. Use events to anchor higher-value, multi-channel programs. - Understand customer needs and shape solutions - Work directly with senior buyers to understand goals, budgets, and constraints. Turn these into clear, commercially viable programs. - Create new revenue offerings through live deals - Use real opportunities to design and test new offerings, including event sponsorship packages, premium listings, data products, and integrated campaigns. - Turn custom deals into repeatable products - Identify patterns in what sells. Convert successful programs into structured, scalable offerings. - Define positioning, pricing, and packaging - Develop clear messaging, pricing models, and offer structures that make products easy to sell and understand. - Build and manage a high-value pipeline - Identify and prioritize target accounts. Grow partnerships into larger, multi-program engagements. - Work cross-functionally to deliver programs - Partner with audience, events, ad ops, and product teams to ensure what is sold can be executed at a high standard. - Ensure quality and outcomes for clients - Maintain accountability for delivery and performance of partnership programs. - Establish early sales systems and playbooks - Create the foundations for scalable sales, including packaging, processes, and engagement models. - Feed the product roadmap - Capture learnings from deals. Identify opportunities for standardization and future product development. How Your Success Will Be Measured: - New Revenue Generated (Non-PPC): $ closed from sponsorships, data, events, and integrated programs - Average Contract Value (ACV) Growth: Increase in deal size and product mix sold on per customer basis - % Revenue from Sponsorship Packages: % of total revenue. Your Skillset Includes: - 7–12+ years in strategic partnerships, enterprise sales, or related roles - Proven track record of selling strategic marketing solutions (digital, events, or integrated programs) to CMOs / VPs in B2B tech - Strong understanding of integrated media, events, demand gen, and attribution models - Ability to translate customer needs into clear commercial solutions - Experience working cross-functionally with marketing, product, or delivery teams - Strong commercial judgment and communication skills You're a Great Fit If You Have: - Experience building or contributing to new revenue streams or early-stage products - Background in B2B media, marketplaces, or SaaS GTM environments - Exposure to zero-to-one or ambiguous business building environments - Familiarity with intent data, first-party data, or advanced attribution approaches - Experience productizing custom deals into repeatable offerings $160,000 - $200,000 a year 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 $160,000 to $200,000 CAD. The range is a guide for the expected skills, knowledge and experience for new hires based in Canada only. Seniority level and salary ranges are determined through interviews and a review of education, experience, knowledge, skills, and abilities of the applicant, equity with other team members, and alignment with market data. This means ranges will vary for candidates based outside of Canada 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 video to 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! Privacy Policy By submitting your application, you acknowledge that your personal information will be processed in accordance with our Recruitment Privacy Notice.

• Close high-value enterprise deals - Own the full lifecycle from discovery to signed contract for integrated programs across events, content, data, and demand generation. • Lead with event-led partnerships - Develop and sell event sponsorships as a core entry point into broader partnerships. Use events to anchor higher-value, multi-channel programs. • Understand customer needs and shape solutions - Work directly with senior buyers to understand goals, budgets, and constraints. Turn these into clear, commercially viable programs. • Create new revenue offerings through live deals - Use real opportunities to design and test new offerings, including event sponsorship packages, premium listings, data products, and integrated campaigns. • Turn custom deals into repeatable products - Identify patterns in what sells. Convert successful programs into structured, scalable offerings. • Define positioning, pricing, and packaging - Develop clear messaging, pricing models, and offer structures that make products easy to sell and understand. • Build and manage a high-value pipeline - Identify and prioritize target accounts. Grow partnerships into larger, multi-program engagements. • Work cross-functionally to deliver programs - Partner with audience, events, ad ops, and product teams to ensure what is sold can be executed at a high standard. • Ensure quality and outcomes for clients - Maintain accountability for delivery and performance of partnership programs. • Establish early sales systems and playbooks - Create the foundations for scalable sales, including packaging, processes, and engagement models. • Feed the product roadmap - Capture learnings from deals. Identify opportunities for standardization and future product development.

• Power BWZ’s content engine by producing new content and updates using AI and automation. • Work inside systems to generate, refine, and QA content across multiple publications. • Translate Standard Operating Procedures (SOPs), templates, and format standards into consistent output. • Identify edge cases, recurring issues, and share insights to improve content workflows.