Job description
The role:
We’re hiring our first Account Executive to take the lead on outbound B2B sales. This is a foundational role on a small and nimble team, ideal for a strategic seller who’s ready to build a book of business, shape outreach strategy, and drive meaningful revenue growth.
Reporting to our Director of Commerce (based in Toronto, Canada), you will be the self-managing jet propulsion engine for closing multi-seat training deals within proven markets.
Please note, though we’re open to hiring across Canada for this position, you’ll be required to work EST business hours. Your role and work hours mainly cover our audience needs in North America (U.S. and Canada) and Western Europe, with a possible extension to Eastern Europe, Australia, and New Zealand.
You will be supported by our Commerce, Creative, and Go To Market teams, but you will be expected to be autonomous, communicative, and results-driven.
Your mission
Identify, pitch, and close net new multi-seat B2B deals using a tailored, personalized, and relationship-driven approach. Conduct new business meetings with prospects by taking a consultative approach to understanding their business goals and aligning them to the value of our products where there’s a fit.
Manage deals throughout the entire sales cycle, maintaining an up-to-date pipeline in Zoho with all required deal details, documents, and other artefacts.
Leveraging the strength of our well-established brand, and the proven quality of our products, you will be the ambassador of the value and outcomes we deliver — always a champion of helping people win at work, and never a snake-oil sales person.
Who you are:
- Are a people person capable of earning trust quickly
- Have 3-5 years of B2B sales experience (bonus if in digital services, edtech, training, or SaaS)
- Love the hunt: you’re energized by outbound prospecting and closing new business
- Are comfortable making 10-20 calls per day
- Are curious and empathetic — you ask smart questions and listen well
- Write crisp, compelling messages that drive replies
- Understand the digital agency and tech industry landscape (or can ramp up quickly)
- Are organized, proactive, and self-driven in a remote environment
- Experience working in a phone/video-primary role
What you’ll be doing:
- Own the full outbound B2B sales cycle: prospecting → outreach → pitch → qualification → deal close
- Develop prospect lists based on our ideal customer profiles of mid-sized digital agencies, higher education institutions, and software development companies.
- Customize outreach strategies across email, LinkedIn, and other channels
- Lead engaging pitch meetings that clearly communicate the program’s value
- Maintain accurate records in Lever and report on sales activity weekly
- Experiment with messaging, verticals, and regional approaches to optimize results
- Bring deals across the finish line, ready to ink
What success looks like: First 30 Days
- Become fluent in our product, market, and ICP
- Create an initial list of prospects and outreach scripts
- Learn our CRM (Zoho) and sales tools
- Sit in on live pitch meetings to shadow and learn
- Independently book and lead meetings
- Close $50,000 in new business per month (avg. deal size ~$20k)
- Refine scripts and messaging based on early feedback
What success looks like: By 90 Days
- Identify and test outreach in secondary verticals and regions
- Demonstrate a consistent lead-to-close rate
- Actively optimize sales strategy while continuing to grow revenue
- How your success will be measured (KPIs)
- Meetings Booked (#)
- Net New Customers (#/month)
- Net New Revenue ($)
How your success will be measured (KPIs):
- Meetings Booked (#)
- Net New Customers (#/month)
- Net New Revenue ($
Why Join Us
- Shape a high-impact sales role from the ground up
- Sell a product with a great reputation, clear ROI, and room to scale
- Work remotely with a smart, mission-driven team
- Competitive compensation + uncapped commission
- Supportive, low-ego culture focused on growth and learning
$60,000 - $70,000 a year
Salary Statement:
This full-time position is available as a remote role, with an annual base salary in the range of $60,000 to $70,000 CAD, plus uncapped commission based on performance. This role is direct revenue-generating and includes a commission structure that allows for significant earning potential. The range is a guide for the expected skills, knowledge, and experience for new hires based in Canada only. Seniority level and salary ranges are determined through interviews and a review of education, experience, knowledge, skills, abilities of the applicant, equity with other team members, and alignment with market data. This means ranges will vary for candidates based outside of Canada and/or at different seniority levels. In addition to annual salary, full-time employees are eligible for a discretionary bonus and a comprehensive benefits package.
About Us:
Black and White Zebra is a rapidly growing, independent media tech company headquartered in Vancouver, B.C. Canada. Since 2012, our portfolio of influential digital publications has been helping millions of people succeed at work.
Our brands cover project management, product management, people management, customer experience, quality assurance and others, with the goal of connecting people with the knowledge, skills and tools they need to succeed professionally.
We got our start in 2011 as The Digital Project Manager blog, founded by our CEO Ben Aston. Since then, we’ve grown into an international team of 70+ creators, strategists, and innovators with a portfolio of more than 14 online publications. We enjoy an impact-driven environment that combines the agility of a startup with the creativity of an agency and the diversity of a global company.
We’ve recently ranked #30 in The Globe and Mail’s Fastest Growing Company list and received a CMI award for Best Digital Publication for The Digital Project Manager—and we’re listed in both Canada’s Top Small & Medium Employers, and Best Employers in BC.
All of this growth is driven by our commitment to our mission: In a world of evolving skills, practices, and technology, we’re creating a playbook for the future of work and empowering communities to create it with us.
Want to learn more? Watch this video to learn why the team love working at BWZ!
Diversity Equity and Inclusion:
Black 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, as may be required by federal law), sexual orientation or any other category protected by law. We celebrate all backgrounds and attributes that continue to help make our team impactful, iterative, adaptable, and fun!
