Director of New Business

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 will be part of the commercial function for the North America market. This is a sales leadership role with two priorities: winning new commercial business across the region, and protecting and growing the high-value operator relationships we already hold. You will lead the sales and account management team, set the commercial standards they work to, and personally carry our most strategically important partnerships.

Where accountability sits. Our vertical leads own their revenue P&Ls and their annual numbers. This role owns the commercial engine that feeds them — new operator acquisition, deal architecture and pricing, advertising and premium inventory sales, and the quality of every partner relationship in the region. You will be measured on the commercial outcomes you create across the region, not on a single site’s revenue line.

New Business and Market Growth

• Win new commercial business. Identify, pursue and close new commercial relationships that are applicable to all US P&Ls across the group. Build the pipeline that makes growth predictable rather than opportunistic.
• Own market entry. Ensure that relationships are established and commercial terms are agreed with every new operator set to go live well ahead of their primary launch — and build the repeatable playbook that makes this happen consistently rather than deal by deal.
• Sell across the portfolio. Sell additional advertising inventory and premium placements to operators seeking greater exposure, and open cross-sell opportunities across our consumer brands, sports data products and audience monetization offering.
• 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 new business pipeline with clear stages, conversion expectations and hygiene standards that the whole team works to.

Commercial Strategy and Revenue Support

• Support the site teams to hit their US revenue numbers. Understand each team’s plan, supply the commercial terms, partner access and deal support they need to deliver it, and flag risk to the number early.
• Set deal architecture and pricing. Define how we structure affiliate and advertising deals in the region, approve terms within your authority, and escalate the exceptions with a clear commercial recommendation.
• Forecast credibly. Support site teams in forecasting their P&Ls to executive leadership, and own the commercial inputs that feed board-level reporting.

Partnership Leadership

• Hold the senior relationships. Act as the senior point of contact for our largest and most strategic North America operators, and represent Grandstand at industry level with the credibility to open doors your team cannot.
• Raise the standard of partner management. Build meaningful and lasting relationships with our partners, evaluate their performance rigorously, and help them become more effective — then codify that approach into the review cadence your team runs.
• Own the client lifecycle. Ensure partners are communicated with proactively and stay engaged and satisfied from onboarding through renewal, and step in personally when an at-risk relationship needs it.
• Protect commercial performance. Monitor partner economics, renegotiate underperforming deals, and make the call on where to invest, restructure or exit.

Sales Team and Function Leadership

• Build the team. Hire, onboard and develop the North America sales team, and make the case for headcount and structure as the region grows.
• Coach and manage performance. Set clear goals and territory or account coverage, run regular one-to-ones and pipeline reviews, give direct feedback, and address underperformance early.
• Own the sales function. Set the process the region sells by — CRM discipline, pipeline stages, deal review and approval, and sales reporting — so that performance is visible, comparable and repeatable.
• Create the operating cadence. Establish the rhythm — forecast calls, partner reviews, reporting — that keeps the team accountable without needing to be chased.
• Develop successors. Grow the next layer of commercial leadership so the region is not dependent on any single person, including you.

Cross-Functional and Operational Leadership

• Partner with Marketing and Content. Work with these teams to secure the marketing materials and assets partners need and to optimize campaign performance, and bring 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.
• Work within the compliance framework. Ensure regional commercial activity meets regulatory and responsible-gambling requirements across the jurisdictions we operate in.

What You Will Bring

• [X] years of commercial experience in online gambling, sports betting, affiliate marketing or adjacent digital media, including at least [X] years leading a sales or commercial team.
• A demonstrable new business record. You have personally won and closed significant commercial deals, not only grown accounts you inherited.
• Existing senior-level relationships across North America operators, and the ability to activate them quickly.
• Direct people management experience: you have hired, coached and retained commercial talent, and can point to people you have developed.
• Deep understanding of the North America regulated gambling landscape — how state-by-state jurisdictions open, how operators plan launches, what the new and emerging products and offerings are in the space, and how affiliate and media partnerships create value on both sides.
• Fluency in affiliate commercial models (CPA, revenue share, hybrid, flat fee) and the confidence to negotiate and defend them at senior level.
• Experience selling advertising or media inventory alongside performance-based deals.
• Strong commercial analytics: comfortable working in the numbers to diagnose performance and build a case.
• Executive presence — credible with operator leadership, internal stakeholders 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.
• Experience building a new business function out of an account management base.

How Success Is Measured

• New business won. Number and value of new operator and advertiser relationships closed in the region.
• Commercial coverage at launch. The share of operators entering a new jurisdiction with terms agreed ahead of go-live.
• Contribution to regional growth. Measurable increase in the group’s North America revenue and margin across the portfolio.
• Existing partner base. Growth and retention within the partners we already hold.
• Advertising and cross-portfolio revenue. Growth in inventory, premium placement and cross-sell revenue.
• Pipeline health. Coverage, conversion rates and forecast accuracy.

Team health. Retention, ramp time for new hires, and internal promotion

Perks & Benefits

• 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