Enabling SaaS Transformation in Sports Media Sales

The Challenge:

The role was created to support a strategic shift towards cloud and SaaS-based solutions within a sports-focused media business. The client required an individual with a proven sales track record who could introduce new revenue while complementing an established, traditionally structured sales team. A deep network across sports federations, leagues, and broadcasters was essential, alongside experience operating within SaaS and cloud-led environments. The challenge lay in identifying someone senior enough to deliver immediate impact, while still aligning with budget constraints and long-term growth plans.

Our Solution:

The process was shaped through close consultation with the hiring manager, refining the brief as market insights and candidate feedback emerged. This ensured alignment on seniority, capability, and commercial expectations before progressing to final interviews.

• Targeted research was conducted across sports media and SaaS organisations to identify relevant sales talent with established networks.
• Existing market relationships and detailed qualification conversations were used to validate sales performance, networks, and cultural alignment.
• Continuous feedback loops with the client helped narrow the profile and accurately define the level required for the role.

The Outcome:

The final placement delivered a commercially driven sales professional with a strong background in SaaS-led sports media environments. The individual demonstrated consistent overachievement against sales targets and brought a well-established network across federations and broadcasters. Their experience supported both immediate revenue generation and the wider transition towards cloud-based solutions, strengthening the sales team’s long-term capability and market positioning.