Director, Strategic Partnerships

Black & White Zebra•San Diego, CA

1d•$140,000 - $160,000•Remote

About The Position

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.

Requirements

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

Nice To Haves

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

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.