Director of New Business
Grandstand · United States · $150,000–$175,000 (stated in the posting)
Grandstand is the intelligence layer powering informed decisions for consumers and partners across sports, gaming and entertainment, with a portfolio that includes Gambling.com, Casinos.com, OddsJam, RotoWire, Bookies.com and Spotlight.Vegas.
The Director of New Business drives new commercial growth across the North America market. This is a hands-on sales role with a clear mandate: identify, win and close new commercial relationships across the region, and develop them into high-value partnerships. You will sell the full breadth of what Grandstand offers — not a single product — building your own pipeline, structuring deals that work for both sides, and turning first conversations into lasting senior partnerships.
New Business and Market Growth
- Win new commercial business. Identify, pursue and close new commercial relationships applicable to all US P&Ls across the group. Build the pipeline that makes growth predictable rather than opportunistic.
- Sell the full Grandstand suite. Know the complete range of technology and inventory Grandstand has to offer — B2B affiliate partnerships, advertising inventory and premium placements, adtech integrations, fintech products, sports data services and our B2C consumer products — and take the right combination to each partner.
- Extend our reach through partners. Identify media owners, platforms and partners whose audiences can be monetized through Grandstand's operator relationships, technology and demand, and structure commercial models that work for both sides.
- Open new revenue lines. Identify adjacent categories, verticals and partner types the group is not yet monetizing, and make the commercial case for pursuing them.
- Build and run the pipeline. Maintain a qualified, forecastable pipeline with clear stages, conversion expectations and rigorous hygiene.
New Business Strategy
- Shape the go-to-market. Map the operators, advertisers and partner types the region should be pursuing, prioritize targets by revenue potential and strategic fit, and build the outreach plan to convert them.
- Structure winning deals. Design affiliate and advertising deal structures for new partners within the region's pricing framework, and bring a clear commercial recommendation when a deal needs an exception.
- Deliver the number. Hit your new business target, keep a pipeline accurate enough for your VP to forecast from — coverage, conversion and timing — and flag risk to the number early.
- Connect new business to the sites. Align new partnerships to each site team's US revenue plan so wins land where they move the number most.
Partnership Development
- Build and cultivate new relationships. Open doors with new operators and advertisers, cultivate those relationships from first contact, and develop them into high-revenue-generating senior partnerships.
- Own the early lifecycle. Ensure new partners are onboarded well, communicated with proactively and see value quickly — from signature through first renewal.
- Protect the economics. Monitor the performance of the deals you close, address underperformance early, and recommend where to invest, restructure or step back.
- Show up in the market. Represent Grandstand at industry events and conferences, and build the presence that keeps the pipeline warm.
Cross-Functional Collaboration
- Partner with Tech, Marketing and Content. Work with these teams to deliver the integrations, marketing materials and assets partners need, optimize campaign performance, and bring back the market feedback that shapes what they build next.
- Influence product and data. Feed operator and market intelligence into product and commercial planning so our offering stays ahead of where the market is going.
- Operate within the compliance framework. As part of a publicly listed company, ensure all commercial activity meets our legal, financial and regulatory obligations — contracts through legal review, deals within approval and financial reporting controls, and advertising, licensing and responsible-gambling standards met in every jurisdiction we operate in.
What You Will Bring
- 5+ years of commercial experience in online gambling, sports betting, affiliate marketing or adjacent digital media.
- A demonstrable new business record. You have personally won and closed commercial deals, not only grown accounts you inherited.
- An established network of relationships across the North American iGaming and media industry, and the ability to activate it quickly.
- Fluency in affiliate commercial models (CPA, revenue share, hybrid, flat fee) and the confidence to negotiate them.
- The range to sell a multi-product suite — performance partnerships, media and advertising inventory, adtech, fintech and data — and package them into one commercial story.
- Strong commercial analytics: comfortable working in the numbers to diagnose performance and build a case.
- Professional presence — credible with operator stakeholders, internal teams and at industry events.
Nice to Have
- Experience standing up commercial coverage in a newly regulated market.
- Exposure to B2B data, adtech or audience monetization products in addition to affiliate.
How Success Is Measured
- New business won. Number and value of new operator and advertiser relationships closed in the region. [Target to confirm]
- Contribution to regional growth. Measurable increase in the group's North America revenue and margin across the portfolio.
- Partner development. Growth and retention within the partnerships you bring in.
- Pipeline health. Coverage, conversion rates and forecast accuracy.
Perks & Benefits
- Competitive base salary and uncapped competitive commission structure on new sales generated
- Comprehensive private Healthcare Insurance
- Flexible work environment and home office available
- Home office allowance
- Gym & Leisure Allowance
- All the hardware and software you need to be successful
- Regular company events and social outings, activities, Spot Awards and a Monthly Social Club
- Access to courses for Personal and Career Development
- Company Paid Volunteer Day
Base Salary: $150,000–$175,000 USD