Description:
Our mission at Kiswe is to do big things for our partners, their fans, and each other by building products that more directly connect content creators and owners to their audiences in engaging ways and at any scale. The role of Director Sports Revenue and Partnerships will report into the Chief Revenue Officer and work to lead all initiatives related to optimizing our revenue streams and creating lasting partnerships with our sports partners to expand upon our portfolio. Ideally, this person will build and grow a team responsible for analyzing revenue data, identifying opportunities for growth, and increasing revenue across the organization between typical account management and revenue management activities. This role requires a unique skill set that is supported by having experience in account management, business development, and revenue management (including brand partnerships and advertising), targeting someone to be in the role that can manage all at the same time in a fast-paced and innovative environment.
Primary Responsibilities:
- Own revenue from sports partnerships, ensuring delivery of revenue targets and proposing strategic growth opportunities, in collaboration with the broader revenue team.
- Work closely with the business development team for pre- and post-sales support, including: customized pitches, support drafting proposals and contracts, and onboarding of new partners
- Collaborate cross-functionally with business development, marketing, product, operations, and customer service to secure and onboard new partners, identify offerings needed for the high priority targets, and align with the operations team to deliver agreed upon experience
- Serve as main communication point sharing progress updates on project initiatives in weekly revenue assurance call, collaborating with other leaders in building and communication long-term revenue plans
- Establishing necessary business intelligence in partnership with the analytics team, setting revenue targets for the partnership and analyzing progress
- Model and develop go-to-market strategies with sports DTC partners (ranging from NBA and NHL teams, to world soccer federations and niche sports leagues), creating monthly business review cadence, identifying action plans and tracking progress with the partner
- Serve as senior, partner-facing account advisor, creating relationships with the partners, conducting weekly team meetings and monthly operational performance reviews, delivering reports, and creating relationships with the partners
- Support internal training of partners’ sponsor and advertising sales teams; attend external customer pitches to support our partner in selling sponsorship and advertising as requested
- Direct company-wide activities focused on generating, maintaining, and increasing revenue such as hosting the weekly revenue management call, analyzing metrics, and monitoring existing account revenues / renewal schedules
- Direct internal Account Management and Revenue Assurance team/efforts, setting goals, assigning partner base, establishing weekly check-ins and conducting performance management duties
- Establish revenue data points and key performance indicators, creating reporting procedures to accurately forecast the revenue pipeline, and conduct ongoing maintenance and updates on the reports
- Identify and implement strategies to drive additional revenue opportunities and to drive continuous improvement projects
Desirable Qualifications:
- Bachelor’s or Master’s degree in Business, Communications, or another related field, or commensurate experience in lieu of degree
- 4+ years of experience in a partnership management, revenue-management or revenue-assurance role in the sports industry
- Experience in relationship management and account management responsibilities, including working in a previous role as the main point of contact for a revenue-generating account
- Familiarity with creating and maintaining reporting focused on revenue metrics in Excel, Google Sheets, or another reporting platform
- Strong investigative analytical skills backed up with the clear ability to interpret data into insights
- Demonstrated ability to manage and build people and processes
- Prior experience that demonstrates success working solo and in collaborating with a team
- Understanding of the telecommunications/broadcast industry and video-streaming space
- Understanding of the way sports and entertainment industries operate (sports leagues and teams, creators, music, etc.), and prior experience operating in one (or multiple) of them
- Highly organized with the right mix of following process and knowing when to step outside general guidelines to get the job done
- Extremely strong written and verbal communication skills, applicable in both formal and informal ways