Business Development Representative

**The Role**:
We’re hiring a Business Development Representative to function as a Software Advisor to drive revenue through our pay-per-lead (PPL) program.

This is a strategic, audience-facing role ideal for someone who thrives at the intersection of consultative selling, software expertise, and customer advocacy.

You’ll report to our PPL Program Manager and act as a trusted software advisor for our readers—helping them navigate the SaaS landscape and find the right solution for their business needs. Your goal? Help professionals make confident, informed purchasing decisions while accelerating revenue growth through our network of software partners.

This is a revenue-generating role with uncapped commissions. You'll own your territory and outcomes—combining autonomy with collaboration to shape how we scale our software advisory efforts.

Please note: This is a remote role, but you must be available to work fixed EST business hours. You’ll primarily support our audiences across North America (U.S. and Canada) and the U.K, along with our secondary global audience.

**Your Mission**:
Manage a defined territory of inbound leads and guide them through the full software buying journey. You’ll take a consultative approach to advisory calls, using GAP and BANT methodologies to understand each lead’s unique challenges and recommend the best-fit solutions from our network of software vendors.

You’ll support leads from the initial call through to decision-making — following up to ensure your recommendations are effective and providing continued guidance if not. You’ll also identify opportunities where leads may need multiple software solutions or could become valuable future referrers.

In addition to advising individual leads, you'll help source new vendors for our software vendor network, which in turn will unlock more revenue opportunities in your territory.

Leveraging the strength of our trust worthy and well-established brands, growing proprietary advisor software, and advisor framework, you will be a trusted advisor to both our audience and our network of software vendors.

**Why Join Us**:

- Help shape the future of our proven, fast-growing software advisory services
- Gain experience selling across a wide variety of SaaS verticals
- Work remotely with a smart, mission-driven, and collaborative team
- Competitive base + uncapped commission
- Supportive, low-ego culture built on growth and continuous learning

**What Success Looks Like: First 30 Days**:

- Become fluent in our service, ICP, and top software categories
- Learn the Advisor Framework and key sales methodologies
- Onboard to Zoho CRM, Klenty, Dialpad, and other sales tools
- Shadow live advisor calls
- Start running your own advisor calls
- Build and iterate on your action plan for success
- Start generating revenue

**What Success Looks Like: First 90 Days**:

- Own and manage your entire territory efficiently
- Deliver consistent, high-quality advisory calls
- Drive $40,000 in monthly revenue (avg. lead value ~$1.2k)
- Qualify leads using GAP and BANT
- Contribute to the development of our AI-powered advisory tools
- Be a resource for team upskilling and advisor coaching

**How Your Success Will Be Measured (KPIs)**:

- Revenue ($)
- Qualification rate (%)
- Speed to lead (average time)

**What You'll Do**:

- Lead engaging advisor calls that provide impactful recommendations
- Manage and nurture leads across your assigned territory Own the full advisor cycle: contact advisor call recommendation report sold lead (released)
- follow-up to confirm quality of recommendations and for additional advisory support
- Nurture leads to source additional opportunities through multi-project releases, referral releases, re-releases
- Help expand our vendor network through outbound calls
- Contribute to our internal academy and peer coaching
- Improve our advisory workflow and AI tooling through user feedback

**Who You Are**:

- Are a people person capable of earning trust quickly
- 2-3 years of SaaS sales or BDR experience (bonus for HR, PM, CS, or sales tools)
- Love the hunt: The idea of having large lists of highly-engaged leads to proactively leverage in unique ways excites you
- Are comfortable making 30-50 calls per day
- Adapt quickly to changes and new processes
- Self-driven, organized, and motivated in a remote setting

**Nice to Haves**:

- Familiarity with: Zoho CRM, Klenty, Dialpad or similar tools
- Interest in Ai and helping build and refine Ai tools & prompts
- Experience qualifying using BANT and GAP

**Salary Statement**:
**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