Head of Revenue

About the Role

BWZ is evolving from a focus on demand gen products to a broad suite of Brand‑to‑Demand products. Instead of one‑off PPC placements and standalone sponsor ships, clients increasingly want integrated programs—content, events, newsletters, lead‑gen, and executive engagement—all designed around their pipeline. This role leads that shift.

You own BWZ’s revenue engine end‑to‑end: validate what enterprise clients will pay, personally shape and close strategic deals that prove it, then convert those wins into repeatable revenue products the rest of the team can sell. You lead a tight commercial group spanning sales, program delivery, events leadership, audience, and partnerships, reporting directly into the COO.

This is not a Head of Sales nor a Head of Marketing. It is a systems leader who turns audiences, products, and programs into scalable, predictable revenue.

You are a hands‑on commercial leader with a background in media (ideally B2B) who would rather be in a deal than in a deck review. You have built revenue from the front lines, pitching, negotiating, and closing complex programs yourself, and have used what you learned to package those wins into something a team can sell repeatedly.

You think in systems, see how sales, product, delivery, and Rev Ops need to fit together, and have the patience to install the cadences, handoffs, and reporting that turn four functions into one engine. You are as comfortable in a forecast review as you are on a customer call.

You are drawn to smaller, faster orgs because that’s where you can actually move things. You do not need a 200‑person sales team and three layers of leadership to get something done—and you’d rather build the playbook than inherit one. You raise the bar on the people around you.

The first six months are deliberately narrow: events business and new integrated revenue products. We are diversifying our portfolio of audience products and you have a pivotal role in leading the development of our offerings by field‑testing our ideas with our top customers.

Day‑to‑day you’ll be:

• Personally pitching, negotiating, and closing high‑value strategic deals—particularly the new, complex, integrated programs that need a senior operator to land them.
• Designing custom multi‑channel campaigns for enterprise B2B clients (newsletter, lead‑gen, content, sponsored events, executive 1:1s, syndication) and turning the patterns you see into packaged offers, pricing, and proposal templates.
• Standing up a Program Delivery function with clear handoffs from sales → delivery, real SLAs, and reliable execution.
• Auditing and restructuring the sales org—clarifying segmentation between core demand‑gen products and enterprise/event sales, fixing capability gaps, aligning targets and compensation.
• Installing the operating cadence: weekly pipeline reviews, monthly forecasting, KPI dashboards, clean deal‑stage discipline.
• Coaching the sales team on integrated program selling, deal structuring, and pricing discipline.
• Partnering with events and content leaders on partnerships and SaaS‑vendor relationships that feed the integrated programs pipeline.

• VP‑level experience leading a revenue or commercial function—ideally at a B2B media, events, or marketing‑services company.
• A track record of personally closing strategic, multi‑product, six‑figure‑plus deals (not just managing sellers who close them).
• Background in integrated marketing / media campaign sales: newsletters, demand‑gen, lead‑gen, sponsor ships, content programs, sponsored events.
• Experience packaging custom deals into repeatable revenue products—pricing, packaging, proposal frameworks, sales playbooks.
• Demonstrated ability to align sales, product, delivery/AdOps, and Rev Ops as one operating…