International Sales Manager B2B

Spotlight Sports Group is a global media and technology company specialising in content and data within sports betting, horse racing and fantasy sports. With over 400 employees, the group operates multiple award-winning brands, including Racing Post, the world’s largest horse racing affiliate, Pickswise, myracing and Free Super Tips. We partner with leading operators across the betting industry to produce and build multilingual, best-in-class digital products and content to engage and educate customers. ICS-digital, an international marketing agency including ICS-translate, also operates under the group.

Job purpose:

This role will play an integral role in driving sales and managing new business opportunities within the global marketplace. This role focuses on identifying, canvassing, and developing new client relationships with sportsbooks, media and affiliate companies, while also fostering strong partnerships with existing clients. The individual must possess excellent networking skills, a fast-paced, proactive sales approach, and the ability to successfully pitch SSG’s engagement -driven solutions. As a key marketplace representative of Spotlight Sports Group, they are expected to uphold a high level of professionalism at all times and represent the company expertly in all interactions. This role will require attendance at key industry events, building a broad network of connections, and working closely with all sales, partnership and marketing staff members to meet business targets and contribute to SSG's growth.

We are open to this role being based in London or Malta. If London based, this will be a hybrid position. If Malta based, this will be a fully remote position.

Requirements

1. Client Acquisition and Sales Focus:

• Actively canvass and identify new business opportunities within the global B2B marketplace, particularly within the sportsbook, media, and affiliate sectors.
• Develop and manage a pipeline of prospects, driving sales through strategic outreach and engagement.
• Conduct thorough market research to identify potential leads, tailoring outreach strategies to meet the specific needs of each client.

• Attend key industry events, expos, and conferences such as ICE London, SBC Summit, and other regional gatherings to build relationships and be outcome focused, by generating high levels of new business opportunities.
• Leverage excellent networking skills to establish connections with key decision-makers in the sportsbook, media, and affiliate industries.
• Represent Spotlight Sports Group at industry events with professionalism, showcasing our offerings and positioning SSG as a trusted leader in the market.

• Work closely with potential and existing clients to understand their needs and position SSG’s content and product solutions as the right fit for their business goals.
• Establish and nurture long-term relationships with clients, acting as their primary point of contact for any questions, queries, or service needs.
• Collaborate with internal teams to ensure smooth delivery of products and services to clients, providing excellent customer service throughout the process.
• Identify opportunities for long-term growth within existing partnerships, seeking ways to expand the relationship and increase revenue potential.

• Lead the sales process from initial contact to closing deals, including crafting tailored proposals and presentations to prospective clients.
• Manage negotiations and close contracts that align with client needs and SSG’s goals, ensuring a seamless process from pitch to agreement.
• Work closely with internal teams to ensure that product offerings align with both the client and SSG expectations and business requirements.

• Keep up to date with industry trends, competitor offerings, and emerging opportunities in the sportsbook, media, and affiliate spaces.
• Share insights and feedback with internal teams to help refine SSG’s offerings and approach, ensuring we remain competitive in the marketplace.

• Track and report on all sales activities, opportunities, and outcomes using CRM tools to ensure accuracy in sales forecasting and performance tracking.
• Regularly update management on progress towards sales targets and other KPIs, ensuring alignment with broader company goals.

• Work collaboratively with other departments, including marketing, product, and operations, to ensure the successful pitching and delivery of B2B solutions. 
• Collaborate with the wider B2B team to ensure the successful onboarding of new clients and the ongoing success of existing partnerships.

Key Competencies:

• Proven experience in B2B sales, partnerships, or account management, ideally within the sportsbook, media, or affiliate industries.
• Excellent networking and relationship-building skills, with the ability to engage decision-makers and drive sales through active connections.
• Strong sales acumen with the ability to pitch, negotiate, and close deals effectively. 
• Demonstrated ability to manage client relationships and deliver tailored solutions that meet business objectives. Ability to pivot and change with evolving company strategies. 
• Ability to attend and represent SSG at industry events, generating leads and building our brand presence with enthusiasm and ambition. 
• Strong communication skills, both written and verbal, with the ability to present confidently and professionally.
• Proficiency in CRM software and sales tracking tools to manage client interactions and report on sales progress.
• A professional demeanour with a focus on representing Spotlight Sports Group expertly in all external interactions.

Desirable Competencies:

• Capability to conduct meetings and client communication in one or more foreign languages

Benefits

We offer a range of well-being initiatives, including private medical insurance, excellent parental leave, a working globally policy, mental health support, assistance programs, and social gatherings. We also provide a pension scheme and various other benefit schemes. Plus, we all get our birthdays off work and enjoy 25 days of holiday per year, as well as the opportunity to buy 5 additional days per year and you can be flexible about when you use your public holidays.

We’ve also got you covered with life assurance and exclusive perks like the Star card and our Step Further Awards (our employee recognition program) to recognise your dedication. For those working via the hybrid model (in the office and at home) we’ve made commuting easier with our Season Ticket Loan and Cycle to Work Scheme.

You can also take advantage of complimentary access to our Racing Post Members Club, complete with an Ultimate Membership. We believe in making a positive impact beyond the workplace, and you'll have the chance to volunteer two days per year with our charity partner, Autism in Racing.