Hybrid Director, Strategic Partnerships

at Black & White Zebra

• Job title: Director, Strategic Partnerships
• Job type: Full Time
• Experience level: Lead
• Salary: CA$160,000 - CA$200,000 per year
• Degree requirement: No Education Requirement
• Location requirements: Hybrid, Canada

About the role

• Director leading enterprise sales and marketing solutions for BWZ. Focused on closing high-value deals in a hybrid or remote capacity.

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.

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

Benefits

• Discretionary bonus
• Comprehensive benefits package