Sales and Sponsorship Manager

About the role

The Sales & Sponsorship Manager will serve as a key revenue driver across NLSE, the NCL, and NLSE's suite of broadcast technology products. This role carries a dual mandate: driving sponsorship and advertising revenue across sports and entertainment properties, while simultaneously building a B2B client base for Cue, Vital, Verge, and Master Control solutions. This position requires a strategic thinker and relationship builder who can operate across two distinct but complementary sales tracks — consumer-facing sports sponsorship and B2B broadcast technology sales — while delivering best-in-class results across all revenue streams.

Responsibilities

Sponsorship & Advertising Sales

• Develop and implement a robust sponsorship and ad sales strategy aligned with the growth goals of NLSE and the NCL.
• Identify and target brands and agencies interested in reaching passionate sports fans across linear, digital, and social platforms.
• Build and manage a pipeline of advertising and sponsorship opportunities including media placements, branded content integrations, live event sponsorships, and promotional partnerships.
• Develop creative, tailored sponsorship packages that leverage NLSE's programming, live events, affiliate channels, and digital assets.
• Lead high-level presentations, pitches, and negotiations to secure long-term advertising deals, sponsorships, and brand integrations.
• Manage the full sales cycle from prospecting to close, meeting and exceeding annual revenue targets.
• Act as the primary point of contact for sponsor accounts, ensuring fulfillment of all contractual obligations and maximizing partner satisfaction.
• Manage relationships at the C-suite and senior marketing level.

B2B Technology Sales — Cue, Vital, Verge & Master Control

• Prospect, pitch, and close B2B sales of NLSE's full broadcast technology product suite to media companies, broadcasters, streaming platforms, sports networks, and content distributors.
• Develop a deep understanding of each product's capabilities and value proposition:
  • Cue: Position and sell as a self-serve ad platform solution to media buyers, broadcasters, and digital publishers seeking streamlined ad management.
  • Vital: Target content owners, broadcasters, and streaming services requiring live language translation and captioning to expand audience reach and meet accessibility standards.
  • Verge: Sell to sports networks, news organizations, and content platforms looking for fast, efficient clipping and highlight distribution capabilities.
  • Master Control Operations: Engage broadcast operators, regional networks, and streaming services in need of end-to-end playout, delivery, scheduling, and trafficking solutions.
• Build and maintain a robust B2B pipeline, managing the full sales cycle from initial outreach and product demonstration through contract negotiation and close.
• Identify and attend industry conferences, trade shows, and broadcast technology events to generate leads and build brand awareness for NLSE's technology products.
• Collaborate with internal operations and technology teams to ensure smooth client onboarding and ongoing satisfaction.
• Provide market feedback on product positioning, pricing, and competitive landscape to inform product development and go-to-market strategy.
• Develop case studies, sales collateral, and pitch materials that effectively communicate the ROI of each broadcast technology solution.

Strategy & Market Development

• Conduct market analysis to identify new revenue opportunities across both the sports sponsorship and broadcast technology landscapes.
• Collaborate cross-functionally with marketing, content, and operations teams to develop compelling sponsorship and product sales assets.
• Identify cross-sell and upsell opportunities between NLSE's media properties and its technology product suite.

Reporting & Performance

• Utilize CRM tools and analytics platforms to track pipeline, forecast revenue, and report on performance across all product lines.
• Present sales results, sponsorship recaps, and B2B technology sales updates to senior leadership.
• Continuously refine sales approaches based on data, client feedback, and market conditions.

Qualifications

• Bachelor's degree in Business, Marketing, Sports Management, or a related field.
• 5+ years of progressive sales experience, with demonstrated success in both B2B technology or SaaS sales and sports/media sponsorship sales preferred.
• Proven track record of meeting or exceeding revenue targets across multiple product lines.
• Experience selling advertising, sponsorships, or integrated marketing solutions to brands and agencies.
• Comfort selling technology solutions to media, broadcast, or streaming clients.
• Strong understanding of sports media, live events, and digital content ecosystems.
• Exceptional communication, negotiation, and presentation skills.
• Proficiency with CRM systems and sales analytics tools.
• Willingness to travel occasionally and work weekends as needed.

Preferred Qualifications

• Experience selling broadcast technology, ad-tech, or SaaS products to media companies or content distributors.
• Familiarity with master control operations, captioning/accessibility solutions, ad serving platforms, or content clipping tools.
• Experience working with minority-owned or mission-driven media platforms.
• Familiarity with collegiate sports, lacrosse, or niche sports sponsorship sales.
• Existing network of contacts across sports media, broadcast operations, or entertainment marketing.
• MBA or advanced degree in a related field.