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: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 (OTE $90,000 CAD - $105,000 CAD) 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!