Head of Revenue in Ottawa, Illinois at Black & White Zebra

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, then 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.

You're a hands-on commercial leader with a background in Media (ideally B2B) who'd rather be in a deal than in a deck review. You've built revenue from the front lines, pitching, negotiating, and closing complex programs yourself, and you've used what you learned to package those wins into something a team can sell repeatedly.

You think in systems. You see how Sales, Product, Delivery, and RevOps need to fit together, and you have the patience to install the cadences, handoffs, and reporting that turn four functions into one engine. You're as comfortable in a forecast review as you are on a customer call.

You're drawn to smaller, faster orgs because that's where you can actually move things. You don't need a 200-person sales team and three layers of leadership to get something done — and you'd rather build the playbook than inherit one. You raise the bar on the people around you.

The first six months are deliberately narrow: events business and new integrated revenue products. We are diversifying our portfolio of audience products and you'll have a pivotal role in leading the development of our offerings by field testing our ideas with our top customers.

• 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.

1. Total revenue growth — across PPC, premium listings, sponsorships, events, and integrated programs ($/quarter).
2. Integrated program revenue mix — % of total revenue coming from multi-product / enterprise / campaign-based deals. Target: 25–40%.
3. Revenue efficiency — revenue per FTE / contribution margin ($/quarter). Growth has to be scalable, not just bigger.

• 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.

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