Director, Strategic Partnerships
About the RoleThis high-impact, zero-to-one role focuses on personally driving and closing new revenue streams for BWZ. You'll 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 shape how we bring new offerings to market, identify where we can create the most value for customers, and turn that into scalable, repeatable revenue streams. You are the one closing the deal, not supporting sales. Operating at the intersection of enterprise sales, product development, and go-to-market strategy, you'll take early-stage ideas from concept to commercialization. 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.Who You AreYou're a builder, energized by turning undefined ideas into real revenue and real products.You're a closer, and you know how to move from conversation to commitment.You don't wait for perfect structure; you create it. Ambiguity doesn't slow you down.You're commercially minded, instinctively looking for where value is created and what a customer will actually pay for.You can navigate senior stakeholders, moving from high-level strategy conversations to closing a deal without losing momentum.You balance short-term wins with long-term scalability, looking for patterns that can scale.You take ownership; if something needs to be figured out—positioning, pricing, packaging—you lean in rather than wait for direction.What You'll Be Doing (Responsibilities)Close high-value enterprise deals, owning the full lifecycle from discovery to signed contract for integrated programs across events, content, data, and demand generation.Lead with event-led partnerships, developing and selling event sponsorships as a core entry point into broader partnerships.Understand customer needs and shape solutions, turning goals, budgets, and constraints into clear, commercially viable programs.Create new revenue offerings through live deals, designing and testing new offerings such as event sponsorship packages, premium listings, data products, and integrated campaigns.Turn custom deals into repeatable products, identifying patterns in what sells and converting successful programs into structured, scalable offerings.Define positioning, pricing, and packaging, developing clear messaging, pricing models, and offer structures that make products easy to sell and understand.Build and manage a high-value pipeline, identifying and prioritizing target accounts and growing partnerships into larger, multi-program engagements.Work cross-functionally to deliver programs, partnering with audience, events, ad ops, and product teams to ensure execution at a high standard.Ensure quality and outcomes for clients, maintaining accountability for delivery and performance of partnership programs.Establish early sales systems and playbooks, creating foundations for scalable sales, including packaging, processes, and engagement models.Feed the product roadmap, capturing learnings from deals and identifying opportunities for standardization and future product development.How Your Success Will Be MeasuredNew 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 per customer.% Revenue from Sponsorship Packages: % of total revenue.Your Skillset Includes7–12+ 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 generation, 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 HaveExperience 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 StatementThis 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 for new hires based in Canada. The range is a guide for the expected skills, knowledge and experience for candidates 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. In addition to annual salary, full-time employees are eligible for discretionary bonus and a comprehensive benefits package.Equal Opportunity EmploymentBlack 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), sexual orientation, or any other category protected by law.J-18808-Ljbffr