Director, VIP Acquisition

Fanatics Betting & Gaming•New York, NY

1d•$200,000 - $225,000

About The Position

Fanatics is building a leading global digital sports platform. We ignite the passions of global sports fans and maximize the presence and reach for our hundreds of sports partners globally by offering products and services across Fanatics Commerce, Fanatics Collectibles, and Fanatics Betting & Gaming, allowing sports fans to Buy, Collect, and Bet. Through the Fanatics platform, sports fans can buy licensed fan gear, jerseys, lifestyle and streetwear products, headwear, and hardgoods; collect physical and digital trading cards, sports memorabilia, and other digital assets; and bet as the company builds its Sportsbook and iGaming platform. Fanatics has an established database of over 100 million global sports fans; a global partner network with approximately 900 sports properties, including major national and international professional sports leagues, players associations, teams, colleges, college conferences and retail partners, 2,500 athletes and celebrities, and 200 exclusive athletes; and over 2,000 retail locations, including its Lids retail stores. Our more than 22,000 employees are committed to relentlessly enhancing the fan experience and delighting sports fans globally. Fanatics Betting & Gaming is hiring a Director, VIP Acquisition to own and drive a high-performance acquisition team responsible for sourcing, converting, and retaining our highest-value customer segments. In this role, you will directly manage a team of VIP Acquisition Executives, set the pace, enforce the standard, and ensure every high-value prospect is identified, pursued, and converted with speed and discipline. You will not wait for results to come in. You will be in the pipeline daily, pushing your team to move faster, follow up harder, and close with urgency. We are looking for a leader who runs their team like a revenue engine: relentless on output, obsessive about pipeline health, and personally accountable when targets are at risk.

Requirements

10+ years in sales, account management, or business development, with at least 2 years directly managing a sales team
Track record of building, coaching, and holding a team accountable to aggressive acquisition and revenue targets
Highly organized with a strong instinct for ruthless prioritization
Direct, results-oriented communicator who leads from the front and coaches in the moment
Proven ability to manage a pipeline end-to-end: prospecting, conversion, and early-lifecycle retention
Strong commercial instincts with the ability to prioritize opportunities by revenue potential
Proficiency in Salesforce (or comparable CRM) and comfort using data to drive team performance
Comfortable operating as a player-coach: willing to get into the pipeline personally when needed

Responsibilities

Directly manage, coach, and drive a team of VIP Acquisition Executives to consistently exceed acquisition and revenue targets
Set aggressive individual and team targets and hold every member accountable to them daily
Run daily standups, weekly 1:1s, and structured performance conversations with zero ambiguity on expectations
Identify underperformance early and act on it immediately through coaching, corrective plans, or escalation
Build a culture where urgency is the default, excuses are not tolerated, and top performers are rewarded
Drive the team's execution of acquisition initiatives that source and convert net-new VIPs at pace
Push the team to leverage multiple data sources to identify high-propensity prospects and act on them before competitors do
Demand measurable improvement in conversion rates, time-to-first-deposit, and long-term value
Partner with VIP leadership to align acquisition efforts to the highest-revenue opportunities
Continuously test and optimize new acquisition channels, and expect the team to bring new ideas to the table
Own the day-to-day health of the acquisition pipeline, from lead identification through conversion
Enforce segmentation and prioritization frameworks that ensure the highest-value opportunities are acted on first
Maintain clear ownership, follow-up cadence, and escalation rules to prevent revenue leakage
Ensure the team operates Salesforce as a commercial command center with disciplined, real-time CRM usage
Partner with Strategy and Operations to prioritize leads and data enrichment initiatives
Ensure prospect data is clean, enriched, and matched across internal and external systems
Monitor reporting on acquisition efficiency, cohort performance, and long-term value
Surface actionable insights from team activity and pipeline data to inform broader VIP strategy
Run high-impact weekly pipeline reviews focused on revenue conversion and deal acceleration
Track KPIs including, conversion rates, VIP retention, and lifetime value
Identify breakdowns quickly and implement corrective action at the team and individual level
Hold the team accountable to activity standards, CRM hygiene, and output quality