CHIEF REVENUE OFFICER
Sports Facilities Management, LLC
LOCATION: Clearwater, FL/Remote
DEPARTMENT: EXECUTIVE LEADERSHIP
REPORTS TO: CHIEF EXECUTIVE OFFICER (CEO)
STATUS: FULL-TIME (EXEMPT)
ABOUT THE COMPANY:
Sports Facilities Companies (SFC) is the nation’s leading resource for managing and developing sports, recreation, wellness, and events facilities. We bring together strategy, development, operations, and commercial expertise to help communities and partners create places where people play, connect, and thrive.
SFC is a mission-focused, entrepreneurial, and team-oriented company with a culture centered on collaboration, accountability, excellence, and service. We are growing rapidly and have been nationally recognized as a US Today Top Workplace for five consecutive years. Our team members are encouraged to learn from the industry’s best, pursue meaningful career growth, and enjoy the journey along the way.
POSITION SUMMARY:
SFC is seeking a Chief Revenue Officer to help lead its next stage of growth. This is an opportunity to expand on an already successful foundation and build on the high-performing teams, relationships, and commercial capabilities that have helped SFC earn its position in the market.
The CRO will lead the development and execution of a unified, scalable revenue strategy across SFC. This executive will connect sales, sponsorship, corporate development, marketing-driven demand generation, account expansion, and commercial strategy into a disciplined enterprise revenue engine-creating greater visibility, consistency, and leverage across the company.
This is not a role focused on starting from scratch. The successful leader will recognize and elevate the strengths already present across SFC, partnering respectfully with current leaders and teams while adding the systems, clarity, and enterprise-wide coordination needed for the next chapter. The CRO will be both strategic and hands-on, working closely with the CEO, executive leadership, Marketing, Finance, Operations, Legal, Sales, and business-unit leaders.
PRIMARY RESPONSIBILITIES INCLUDE BUT ARE NOT LIMITED TO:
Build on a high-performing sales foundation
- Partner with and expand the existing, high-achieving business development team.
- Design and implement the next generation of enterprise sales structure across management, development, advisory, consulting, sponsorship, and other revenue-generating businesses.
- Clarify roles, territories, account ownership, quotas, reporting lines, and performance expectations while preserving the strengths of the current organization.
- Implement rigorous pipeline-management practices covering opportunity stage, ownership, probability, next steps, TCV, ARR, renewal dates, and close timing.
- Establish standardized pipeline reviews and forecasting processes that give leadership an accurate, predictive view of future revenue.
Scale sponsorship and corporate revenue
- Build on SFC’s existing successful national sponsorship and corporate sales strategy to significantly increase enterprise sponsorship revenue.
- Expand scalable capabilities across naming rights, multi-venue packages, category strategy, corporate partnerships, premium inventory, and other sponsorship opportunities.
- Establish consistent rate cards, packaging, proposal development, negotiation, and approval processes.
- Create a unified sponsorship and corporate sales pipeline integrated with the enterprise CRM and forecasting system.
- Increase visibility into national and local sponsorship inventory and maximize enterprise-wide revenue opportunities.
Connect marketing, demand generation, and sales conversion
- Create an integrated revenue strategy connecting brand marketing, digital marketing, RFP capture, outbound prospecting, inbound strategies, and other demand-generation channels to measurable revenue outcomes.
- Develop a closed-loop process from lead generation through qualification, opportunity creation, sales conversion, and closed revenue.
- Establish meaningful measurement of marketing-generated pipeline, conversion rates, customer acquisition economics, and closed revenue.
- Evaluate the return on investment of marketing and demand-generation strategies and direct resources toward the highest-performing channels.
- Strengthen attribution, sales follow-up, conversion rates, and shared accountability between Marketing and Sales.
Expand existing relationships and increase long-term value
- Identify opportunities to deepen existing relationships through additional management contracts, development and advisory services, sponsorship, incentive revenue, and other SFC capabilities.
- Develop cross-selling strategies across SFC, Power Wellness, Spirit Golf, and other company platforms and capabilities.
- Establish account plans for strategic clients and ensure the right level of executive engagement with high-value relationships.
- Develop strategies to increase client retention, wallet share, revenue per account, and long-term relationship value.
- Establish metrics and reporting that provide visibility into renewal risk, expansion potential, and account-level revenue opportunities.
Protect commercial quality, pricing, and margin
- Partner closely with Finance, Operations, and Legal so revenue growth translates into sustainable and profitable economic value.
- Improve pricing discipline, contract terms, fee realization, sales-cycle efficiency, and margin contribution.
- Increase sales-cycle speed while maintaining appropriate diligence and commercial discipline.
- Evaluate opportunities based on revenue potential, operational complexity, contractual exposure, resource requirements, strategic fit, and margin contribution.
- Develop commercial approval processes that balance ambitious growth with disciplined risk management.
Lead enterprise performance and culture
- Build on the capabilities of current leaders and teams to create a high-performing, ambitious, growth-oriented, and accountable revenue organization.
- Foster a culture of performance, transparency, collaboration, and continuous improvement.
- Establish clear expectations, measurable outcomes, and development opportunities for revenue teams.
- Serve as a strategic advisor to the CEO and executive leadership team.
- Balance aggressive growth objectives with disciplined pricing, profitability, operational alignment, and risk management.
MEASURES OF SUCCESS:
- A clear, unified revenue strategy aligned with SFC’s broader business objectives.
- More predictable pipeline generation, forecasting, conversion, and closed revenue.
- Scalable sponsorship and corporate sales capabilities that increase enterprise value.
- Stronger account planning, cross-selling, retention, and expansion across SFC’s platforms.
- Improved commercial discipline, pricing quality, fee realization, and margin contribution.
- A connected revenue organization that builds on current strengths and operates with shared accountability.
MINIMUM QUALIFICATIONS:
- 15+ years of progressive experience in sales, revenue leadership, business development, sponsorship, or related commercial functions.
- Significant experience leading a complex, multi-channel sales organization.
- A demonstrated record of scaling revenue and building predictable, repeatable sales processes.
- Experience implementing or optimizing CRM, pipeline-management, forecasting, and sales-performance systems.
- Strong financial and commercial acumen, including experience with pricing, contracts, margins, and deal economics.
- Experience leading cross-functional teams and aligning Marketing, Sales, Finance, Operations, and Legal around shared revenue objectives.
- Exceptional executive presence, communication, negotiation, and relationship-management skills.
- A consistent record of recruiting, developing, coaching, and retaining high-performing sales leaders and teams.
- Experience leading enterprise sales development teams.
- Experience managing national sponsorships, naming-rights opportunities, corporate partnerships, or multi-location commercial programs preferred.
- Experience integrating multiple business units or platforms into a unified revenue strategy preferred.
- Sound judgment, strategic thinking, strong ownership, adaptability, and the ability to operate effectively at both strategic and tactical levels.
WORKING CONDITIONS AND PHYSICAL DEMANDS:
- Ability to sit for extended periods while operating a computer.
- Ability to stand, walk, or move through office, venue, and event environments as needed.
- Office and event environments may include intermittent noise.
- Travel is required for client meetings, conferences, industry events, leadership meetings, venue visits, and other company-related activities.
