OverviewAs an Account Executive at ScorePlay, you will own complex, high-value sales cycles with some of the most iconic sports organizations in North America, including NFL, NBA, MLB, and NHL franchises and their federation counterparts.
This is a full-cycle enterprise sales role that combines relationship-building at the executive level, strategic account management, and disciplined deal execution across multi-stakeholder organizations. You will work a named book of strategic accounts, generate your own pipeline, and close new logos while partnering closely with our Customer Success and Solutions teams.
This role involves regular travel to client sites, league offices, and industry events across the country.
What you'll work onEnterprise deal ownership- Own the full sales cycle end to end: discovery, stakeholder mapping, value building, proposals, negotiation, and closing.
- Build multi-threaded relationships across both executive (C-suite, SVP) and operational (content ops, broadcast, digital) layers of each account.
- Manage deals from 20k to 200k ARR with 3 to 9 month sales cycles. Create mutual close plans, maintain accurate forecasts, and drive commercial and legal steps to signature.
Pipeline generation and account strategy- Build detailed account plans across your named book: org maps, stakeholder timelines, entry strategies, and competitive context.
- Generate pipeline through industry events, warm introductions, targeted outreach, and your own network. You will not have a BDR doing this for you.
- Show up to events and conferences ready to work the room independently and build relationships without hand-holding.
Consultative selling- Run structured discovery across multiple personas to unpack workflows, pain points, and business impact.
- Build and present clear narratives and business cases that speak to both non-technical executives and operational buyers.
- Partner with Solutions and Customer Success on evaluations and proof phases to accelerate decisions.
Cross-functional collaboration- Work closely with CS on handovers to set accounts up for long-term success and expansion.
- Share market feedback with Product and Engineering to help shape the roadmap.
- Leverage internal support, exec sponsorship, and referral networks to accelerate deals at the top of your funnel.
What we're looking for- 3 to 6 years of full-cycle B2B SaaS sales experience, owning complex deals with multiple stakeholders and longer sales cycles. Ideally from a Series B or C company where you built pipeline yourself and closed without a large support structure.
- A track record of owning opportunities end to end, from outbound prospecting through to signed contract.
- Credibility with senior stakeholders up to C-level. You can hold a room with a league VP and follow up with the ops team without losing momentum.
- Strong communicator, comfortable at industry events, executive dinners, and relationship-first selling environments.
- When not traveling, you're ok to join our sales team at the office (in Williamsburg) at least 3 days a week
Nice to have, not required- Experience selling into sports, media, or rights-holding organizations.
- Familiarity with broadcast, live production, content operations, or media technology.
- Prior experience as an early sales hire or in a founding sales role at a startup.
Why ScorePlay?- Work with the most recognized sports brands in the world, NFL, NBA, MLB, NHL, and help them modernize how they manage and distribute media content.
- Join a fast-growing international sports tech company with real momentum and a clear path to market leadership.
- Own a strategic, named book of accounts with genuine autonomy from day one.
- Be part of an industry where relationships matter: expect courtside seats, league invites, and much more.
Location, Compensation & Benefits- Location: New York City; primarily on-site when not traveling (offices in Williamsburg)
- Salary base ($130-140K) with an achievable OTE of $180K+ (uncapped).
- Benefits: Comprehensive health insurance, 401(k) plan, and benefits supporting your well-being and professional development.
We know many people hesitate to apply if they don't meet every single requirement on a job description. If you're interested in ScorePlay but not sure you tick all the boxes, we'd still love to hear from you, this could be the start of a great long-term collaboration.
