Director Strategic Partnerships

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
  
  
  

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!

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We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.

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