Description
We’re the world’s leading sports technology company, at the intersection between sports, media, and betting.
You will own a full new business pipeline of small-to-medium business (SMB) and mid-market accounts, while also developing larger, strategic new-logo opportunities.
The Challenge
- Pipeline Generation and Prospecting:
+ Build and maintain a qualified new business pipeline through outbound prospecting, referrals, partner introductions, and inbound lead follow-up. + Research target accounts and map key stakeholders across commercial, technical, and content functions. + Set and track weekly and monthly activity targets in CRM.
- Full-Cycle Sales Management:
+ Own the sales cycle from discovery through proposal, negotiation, and close for SMB and mid-market deals. + Run structured discovery to qualify opportunities and uncover business needs, budgets, decision processes, and timelines. + Lead commercial negotiations, including pricing, licensing terms, and contract structure, with support from Legal and Finance.
- Strategic Opportunity Development:
+ Identify and develop larger, multi-product new-logo opportunities with broadcasters, publishers, federations, content owners, and technology companies. + Build executive-level relationships and multi-threaded engagement across prospective customer organisations. + Develop targeted account plans that move opportunities from first contact to signed contract.
- Forecasting and Reporting:
+ Maintain accurate, up-to-date deal records and forecast categories in CRM. + Provide reliable monthly, quarterly, and annual new business revenue forecasts to leadership. + Analyse win/loss data and pipeline trends to refine approach and identify gaps.
- Cross-Functional Collaboration and Market Insight:
+ Feed market intelligence on competitors, pricing, and customer needs back to Product and Marketing. + Represent the company at industry events, sports conferences, and trade shows in your region (UK, Europe, or US).
About You
- 2+ years of full-cycle B2B sales experience, ideally in SaaS, data, media technology, or sports and media.
- A consistent record of meeting or exceeding quota.
- Proven experience managing medium-complexity sales cycles (typically 1 to 6 months) with multiple stakeholders.
- Strong working knowledge of sales methodologies such as MEDDPICC, SPIN, Challenger, or Sandler, and the ability to apply them in practice.
- Demonstrable forecasting discipline, with a track record of accurate pipeline and close-date management.
- Confident CRM user (Salesforce or HubSpot) who keeps data clean and current.
- Highly organised, with strong time management and the ability to manage multiple deals at different stages.
- Professional written and verbal communication, and comfort presenting to senior stakeholders.
- Able to work a 4-day-per-week office-based hybrid model in London.
Desirable
- Experience in sports, media, broadcasting, publishing, or gaming ecosystems.
- Familiarity with data licensing, API-based products, or content rights.
- Experience selling to sports federations, leagues, or rights holders.
- Commercial awareness of global media landscape.
- Additional European language skills are a strong advantage for the London role.
Our Offer
- Competitive base salary plus well-structured variable commission
- Retirement plan: pension with employer contributions
- Private medical and dental insurance programs
- Generous holiday allowance and public holidays
- Access to live sports events and industry networks
- Hybrid working with 4 office days per week and a collaborative team environment