Black & White Zebra

Director, Strategic Partnerships

Black & White Zebra

full-time

Posted on:

Location Type: Remote

Location: California • Colorado • United States

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Salary

💰 $140,000 - $160,000 per year

Job Level

Lead

About the role

  • 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
Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools
enterprise salesstrategic partnershipsevent sponsorshipsdemand generationattribution modelscommercial solutionspipeline managementprogram developmentpricing modelsproduct development
Soft Skills
communication skillscommercial judgmentcross-functional collaborationcustomer needs analysisaccountabilityproblem-solvingnegotiationrelationship buildingstrategic thinkingleadership