Spotlight Sports Group is a global media and technology company with a clear purpose, to set the standard for trusted, customer-driven experiences across global racing and sports betting. Guided by our mission to create experiences that fans love, we combine more than 40 years of heritage with bold innovation to deliver award-winning content, data and digital products. With over 400 employees worldwide, our portfolio includes Racing Post, myracing and Free Super Tips, as well as the international marketing agency ICS-digital and ICS-translate. Together, we partner with leading operators, affiliates and media groups to power growth and engagement across the industry.
This role owns the economic value generated from referred players and the operator portfolio after first deposit. It is accountable for revenue per FTD, cohort LTV, repeat-deposit signals, revenue-share performance and commercial yield by operator, source and vertical. The objective is maximising sustainable lifetime revenue.
Key accountabilities/responsibilities:
- Own the commercial optimisation strategy and roadmap across CPA, revenue share and hybrid models, identifying where the business should migrate economics, change traffic allocation or prioritise.
- Own value per FTD, affiliate revenue per FTD, cohort LTV, repeat-deposit signals, revenue-share revenue and commercial yield by operator and source, acting as a core member of the Affiliate Growth Team to drive weekly decision-making through clear insight, recommendations and actions against agreed commercial performance targets.
- Recommend how traffic, placements, and prominence should be allocated and propositions based on expected long-term value, working with the Conversion Optimisation Lead to ensure click-to-FTD growth is value-weighted.
- Build and maintain a value scorecard with Data Intelligence, combining acquisition economics, player-value signals, revenue-share performance and confidence in the underlying data.
- Build the player-value and commercial evidence pack used in operator QBRs and negotiations, providing Partnerships with clear support for revenue-share rates, hybrid structures, caps, exclusives, enhanced mechanics, and other deal improvements.
- Identify underperforming placements, products, and cohorts, and turn performance signals into action, including changes to offer mechanics, placement, content, channel mix, integration, or prioritisation.
- Own the affiliate-side strategy for repeat value where data, consent, and partner visibility allow, defining re-engagement, second/third deposit, and reactivation opportunities for CRM, Content, and Product, and ensuring their commercial impact is measured.
- Work with Finance on revenue forecasting, revenue-share accrual assumptions, operator-level variance analysis and business cases for commercial changes or new partner opportunities.
- Quantify the expected value of new mechanics, integrations and commercial propositions, ensuring investment decisions reflect both near-term FTD impact and longer-term revenue potential.
- Define the data, reporting and product capabilities required to improve player value and commercial optimisation, and work through the Project Manager to secure delivery with central teams and external parties for gaming.
- Report commercial performance to leadership as decisions and trade-offs, highlighting where the business should favour long-term value over short-term FTD volume and where evidence is not yet strong enough to act.
- Champion safer gambling, consent and compliance standards across all player-value and monetisation activity.
Requirements
- Proven experience in commercial optimisation, affiliate partnerships, monetisation, lifecycle, performance or account-management roles within betting, casino or affiliate businesses.
- Deep understanding of affiliate economics including CPA, revenue share, hybrid deals, NGR, EPC, revenue per FTD and cohort LTV, with strong commercial judgement on how these metrics interact.
- Strong analytical and financial capability, able to work with cohort data, partner P&Ls, forecasting and scenario modelling and turn analysis into commercial recommendations.
- Experience working with operator or partner relationships and influencing commercial negotiations through evidence, without needing to own the relationship directly.
- Good understanding of CRM, lifecycle, engagement and product levers that can increase player value, alongside the measurement limitations that exist when the operator owns the customer account.
- Excellent stakeholder management across Partnerships, Finance, Data, Product, CRM, Content, and senior leadership.
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.
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.