Sales Executive

Sales Executive

Location: Hybrid (UK-based, with offices in Edinburgh and London)

Type: Full-Time

Team: Growth

Reports to: Head of Growth

About Fanbase

Fanbase is a fast-growing sports tech startup helping ambitious teams, Leagues, Events & Federations grow revenue, fan engagement, and digitise operations. Our all-in-one platform powers ticketing, memberships, apps, insights, and more - with a focus on helping mid-tier and forward-thinking clubs modernise how they connect with fans.

We've grown rapidly to £1m ARR in just 2.5 years, doubling revenue year-on-year, and our product is now a market leader. Now we're scaling our Growth team to build the outbound engine that will power our next stage of growth.

About the Role

We're looking for a driven Sales Executive to build relationships with mid-tier sports organisations and turn them into long-term Fanbase partners.

This is a role for someone who can do both halves of the job: generate their own pipeline through smart, personalised outbound, and build the kind of genuine relationships that win deals. You'll research and identify the right organisations, open doors with senior decision-makers, and guide prospects through the sales process - closing deals with the support of a Fanbase Account Executive in the short term, and taking on full closing responsibility as you grow into the role.

Your mission: build a consistent, high-quality pipeline of the right sports organisations, and become the trusted partner who gets them excited about what Fanbase can do for them.

Responsibilities

Pipeline Generation

• Research and identify target mid-tier sports organisations that fit our ideal customer profile
• Build and manage an outbound pipeline across email, LinkedIn, and phone
• Craft personalised, non-generic outreach that lands with senior decision-makers
• Consistently hit and exceed meeting and pipeline targets

Outbound Excellence

• Run and optimise outbound sequences using our sales stack including AI-driven tooling
• Keep our CRM accurate and up to date, tracking activity and pipeline metrics
• Test, measure, and iterate on messaging and targeting to improve conversion

Relationship Building & Deal Progression

• Build genuine, trusted relationships with prospects and guide them through the sales process
• Run discovery and product conversations, working alongside a Fanbase Account Executive to close deals
• Take increasing ownership of the full sales cycle, on a clear progression track to closing deals independently
• Maintain momentum across multiple live opportunities, keeping deals moving to close

Value Selling

• Fully embrace a Value Selling approach - lead with the customer's challenges and desired outcomes, not features
• Build a genuine understanding of each prospect's goals and articulate how Fanbase drives real commercial and fan-engagement value
• Qualify rigorously against fit and value, so your time is focused on the opportunities that matter

Feedback & Insights

• Feed market and prospect intelligence back to the Growth and Product teams
• Act as an early voice of the customer, spotting patterns in what target organisations need

What You'll Need

• A hunter mentality and genuine drive to build pipeline from scratch
• Strong relationship-building skills - you connect easily with people and earn trust quickly
• 2–5 years in a BDR/SDR, business development, partnerships, or sales role (strong candidates from other backgrounds who can prove the hustle are welcome)
• A track record of hitting or exceeding meeting/pipeline targets
• Ambition to grow into a full-cycle closing role
• On board with Value Selling - you sell outcomes, not features
• Excellent written and verbal communication, and a knack for personalised outreach
• Comfortable using sales tooling and eager to learn AI-driven prospecting workflows
• Highly organised, self-motivated, and able to manage many accounts at once
• A genuine interest in sport, media, or fan engagement

Bonus Points If You Have

• Experience selling into or building partnerships in sports
• Experience carrying and closing a sales quota
• Familiarity with AI-driven outbound tools
• Formal Value Selling training or methodology experience

Why Join Fanbase?

• 25 days holiday, your birthday off and the Scottish bank holidays
• Share options - we want everyone to be part of our success
• Dedicated monthly social budget
• Clear progression path to closing deals and full ownership of the sales cycle
• Be the person who opens doors for a fast-growing, market-leading sports tech company
• Join a supportive, ambitious team with strong product-market fit
• Autonomy, flexibility, and a chance to shape how we build partnerships at scale