Account Executive

**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.
- 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

**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 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 receiv