Description
We’re the world’s leading sports technology company, at the intersection between sports, media, and betting. More than 1,700 sports federations, media outlets, betting operators, and consumer platforms across 120 countries rely on our know-how and technology to boost their business.
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. You will work closely with Solutions Consultants, Product, Partnerships, and Legal to take deals from first conversation to signed contract.
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 (Salesforce or HubSpot). + 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.
- Excellent written and verbal communication, and comfort presenting to senior stakeholders.
- Able to work in office New York.
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 US media landscape.
- Familiarity with the US sports media ecosystem is a strong advantage.
Personal Attributes
- Structured and disciplined: you run your territory like a business.
- Adaptable: you move easily between quick-turn SMB and mid-market deals and longer strategic opportunities.
- Curious and commercially minded: you ask good questions and understand what drives value for the customer.
- Resilient and collaborative: you take ownership of outcomes and work openly with internal teams.
Our Offer
- Competitive base salary plus well-structured variable commission
- Retirement plan: 401(k) with company match
- Private medical and dental insurance programs
- Generous holiday allowance and public holidays
- Access to live sports events and industry networks