Head of Revenue

Black & White Zebra•Vancouver, BC

3d•CA$200,000 - CA$245,000•Hybrid

About The Position

BWZ is transitioning from a focus on demand generation products to a comprehensive suite of Brand-to-demand products. Clients are increasingly seeking integrated programs that combine content, events, newsletters, lead generation, and executive engagement, all designed to align with their pipeline goals. This role is responsible for leading this strategic shift. The Head of Revenue will have end-to-end ownership of BWZ's revenue engine. This includes validating client demand for enterprise offerings, personally shaping and closing strategic deals to prove market viability, and then transforming these successes into repeatable revenue products for the sales team. The role involves leading a dedicated commercial group encompassing sales, program delivery, events leadership, audience development, and partnerships, reporting directly to the COO. This position is distinct from a Head of Sales or Head of Marketing; it is a systems leadership role focused on converting audiences, products, and programs into scalable, predictable revenue.

Requirements

VP-level experience leading a revenue or commercial function, ideally within a B2B media, events, or marketing-services company.
A proven 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, including newsletters, demand gen, lead gen, sponsorships, content programs, and sponsored events.
Experience packaging custom deals into repeatable revenue products, including pricing, packaging, proposal frameworks, and sales playbooks.
Demonstrated ability to align Sales, Product, Delivery/AdOps, and RevOps into a cohesive operating system with clear handoffs and reliable forecasting.
Strong commercial judgment regarding pricing, deal structuring, and margin discipline.
A coaching mindset, comfortable with improving the enterprise selling capabilities of an existing team.

Nice To Haves

Direct experience in the events industry.
Experience selling specifically to B2B SaaS/tech buyers.
Experience establishing or scaling a Program Delivery/AdOps function from the ground up.
Familiarity with the agency/professional services overlay common in B2B media businesses.

Responsibilities

Personally pitching, negotiating, and closing high-value strategic deals, particularly new, complex, integrated programs requiring senior operator involvement.
Designing custom multi-channel campaigns for enterprise B2B clients (newsletter, lead gen, content, sponsored events, executive 1:1s, syndication) and transforming observed patterns into packaged offers, pricing, and proposal templates.
Establishing a Program Delivery function with clear sales-to-delivery handoffs, defined SLAs, and reliable execution.
Auditing and restructuring the sales organization, clarifying segmentation between core demand-gen products and enterprise/event sales, addressing capability gaps, and aligning targets and compensation.
Implementing the operating cadence, including weekly pipeline reviews, monthly forecasting, KPI dashboards, and disciplined deal-stage management.
Coaching the sales team on integrated program selling, deal structuring, and pricing discipline.
Collaborating with events and content leaders on partnerships and SaaS-vendor relationships that support the integrated programs pipeline.