New Business Sales Team Lead

Place of work: Zagreb Office

ABOUT SOFASCORE

Some tell stories with words, we tell ours with numbers. Sofascore is a sports-tech platform created with one goal in mind – giving sports enthusiasts around the world a deeper understanding of the game. 

We pride ourselves with being the leading provider of advanced sports insights, covering more matches than anyone else on the planet: 20,000+ tournaments across 25 sports in 40+ languages. 

From the biggest derbies to amateur matches, Sofascore knows every game counts and that’s why we always aim to have the largest data coverage out there. This comes easy with Torneo, our very own tournament management software.

Original features such as the Sofascore Rating allowed us to position ourselves as the authority in evaluating player performance. Our unique algorithm took years to perfect and is an objective look at what’s happening on the pitch, more contextual than ever before. This led to the Player of the Season award, an accolade recognized by fans, players and media alike, founded to honor the best of the best. On the other hand, developing features like Sofascore Fantasy allowed our users to manage teams in numerous leagues worldwide, including the Champions League.

The Sofascore team counts more than 300 experts, primarily playing at our home court in Croatia, but we also have talents showing their skills worldwide.

ABOUT THE ROLE

This is a Team Lead position with a strong leadership focus and direct commercial impact. You will lead the New Business Sales team across multiple markets and regions, define sales strategy, and be accountable for the overall revenue performance of the team. You will be fully accountable for the performance and revenue growth of the New Business Sales team. This role is for someone who wants real ownership — setting the strategy, leading the team, and being measured by results.

You’ll spend roughly 70% of your time on leadership and strategy and 30% on hands-on selling, supporting complex deals and key accounts.

Your responsibilities

Sales Strategy & Revenue Growth

• Own and execute the new business sales strategy
• Be accountable for revenue growth across all new business sales activities
• Define priority markets, verticals, and target accounts
• Optimize inbound, outbound, referrals, partners, and conference-driven sales
• Understand and manage advertising performance metrics including impressions, CPMs, and inventory utilization
• Closely monitor market trends and competitor activity

Team Leadership

• Lead, coach, and develop a distributed team of Sales Executives
• Run regular 1:1s, pipeline reviews, and performance coaching
• Set team KPIs and ensure accountability and execution
• Support the team in closing strategic and high-value deals
  
  

Pipeline, CRM & Reporting

• Own HubSpot structure, hygiene, and reporting
• Track and report on:
  • Prospecting volume and quality
  • Pipeline value and conversion rates
  • Closed deals and revenue
  • Market and vertical performance
• Turn data into clear insights and action plans

Cross-Functional Collaboration

• Work closely with marketing on sales decks, presentations, and go-to-market materials.
• Collaborate with product on ad unit needs and improvements, performance and measurement challenges, regularly report competitive insights, new formats, and ideas from the market to the product team, among other things.
• Coordinate with ad operations to ensure campaign delivery and performance

What you bring to the team

Experience

• 5+ years of sales experience, including 2+ years in a team lead/leadership role.
• Proven B2B sales track record.
• Strong grasp of digital advertising metrics (impressions, CPM, performance drivers).
• Media/advertising inventory sales or industry experience.
• Skilled in competitor analysis to drive commercial and product strategy.

Skills

• Proven ability to lead teams and grow revenue
• Strong analytical and reporting skills
• Hands-on experience with CRM systems (HubSpot preferred)
• Excellent communication and stakeholder management skills
• Comfortable working in a remote, international environment
• English – C1 level or higher (mandatory)su

What we offer 

• A leadership role with real ownership and accountability
• Direct impact on the growth of a global sports platform
• Collaboration with top-tier international brands
• Collaboration on global scaleoff
• Freedom to organize your workday and schedule in a flexible way
• A generous education budget and opportunities to attend international conferences and workshops
• Top-notch equipment (laptop, smartphone budget, ergonomic office chairs, and height-adjustable desks)
• Annual paid general medical check-up
• Family benefits package
• Sofascore Canteen (lunch options) 
• Sofascore Bar (coffee and drinks on us)

Sounds good? It gets even better!

Send us your CV in English

Looking forward to hearing from you. Let’s get the ball rolling! 🔥