Head of Commercial Partnerships and Business Development

Position Description

Position Title: Head of Commercial Partnerships and Business Development

Department: Commercialization

Reports to: Chief Commercial Officer

Position based in: Concacaf Headquarters, Miami

COMPANY INFORMATION:

We are the Confederation of North, Central America, and Caribbean Association Football, one of six continental confederations of FIFA (Fédération Internationale de Football Association). Concacaf serves as the governing body of football in this part of the world. It is composed of 41 national associations united by the passion for football, from Canada in the north to Guyana, Suriname, and French Guiana in the south.

Concacaf is committed to developing, promoting, and managing football throughout the region.

POSITION PURPOSE:

The Head of Commercial Partnerships and Business Development is responsible for leading and scaling our global partnerships function, driving sustainable revenue growth, building long-term partner value, and delivering best-in-class execution across the full partnership lifecycle, from business development to account management to on-site activation, with full ownership of partnerships revenue, team performance, and partner satisfaction.

ESSENTIAL FUNCTIONS:

• Set and execute an integrated business development and commercial partnerships strategy aligned with organizational priorities, revenue targets, and long-term growth objectives.
• Own the full commercial performance framework, including revenue, pipeline health, conversion, renewals, and partner satisfaction, ensuring disciplined tracking, forecasting, and accountability.
• Build and lead a high-quality, diversified pipeline across priority categories, leveraging data, analytics, and market intelligence to inform targeting and prioritization.
• Originate, structure, negotiate, and close high-value, multi-year partnerships and sponsorship agreements that deliver sustainable, long-term value.
• Define and continuously refine the commercial proposition, including pricing, packaging, and go-to-market strategies, to maximize competitiveness and monetization.
• Lead the development of best-in-class sales materials, narratives, and proposals that clearly articulate value and differentiate offerings in the market.
• Establish and maintain senior-level relationships with partners, agencies, and key stakeholders, ensuring a consistent, high-quality partner experience across all touchpoints.
• Drive partner lifecycle management, including onboarding, servicing, renewals, and upsell strategies, to maximize partner lifetime value and retention.
• Ensure flawless execution of all partnership rights and deliverables, maintaining strict alignment between contractual commitments and operational delivery, including activations, events, and reporting.
• Implement robust reporting frameworks, dashboards, and KPIs to measure ROI, generate insights, and enable data-driven decision-making.
• Embed structured feedback loops and continuous improvement mechanisms to enhance partner satisfaction and overall program effectiveness.
• Design and scale efficient processes, systems, and tools to improve operational rigor, consistency, and cross-functional accountability.
• Lead innovation in commercial models, partnership assets, and activation formats to unlock new revenue streams and future-proof the offering.
• Partner cross-functionally with other internal departments like communications, brand marketing, football operations, legal, and finance to ensure integrated planning and execution of all commercial initiatives.
• Oversee external agencies and vendors, ensuring alignment with commercial strategy, performance expectations, and organizational standards.
• Manage departmental budgeting, financial planning, and revenue forecasting, ensuring alignment with broader organizational targets.
• Ensure full compliance with internal procurement processes, organizational policies, and contractual obligations.
• Play a leadership role in broader commercialization initiatives, contributing to the evolution of the organization’s commercial strategy and capabilities.
• Act as an ambassador for the organization, representing its commercial interests at industry events, conferences, and key stakeholder engagements.
• Contribute to strategic governance forums and internal working groups focused on the continuous review and optimization of competition-related frameworks and agreements, including Competition Regulations, Team Participating Agreements, and Hosting Rights Agreements (HRA), with a particular emphasis on enhancing commercial rights and sponsorship fulfillment based on insights and learnings from each competition cycle.
• Support broader commercialization department growth initiatives.

SPECIFIC JOB KNOWLEDGE, SKILL AND ABILITY:

The individual must possess the following knowledge, skills and abilities and be able to explain and demonstrate that s/he can perform the essential functions of the job, with or without reasonable accommodation, using some other combination of skills and abilities.

• 15+ years of progressive experience in business development, partnerships, or sponsorship sales, preferably within sports, media, entertainment, or related industries.
• Bachelor’s degree in Business Administration, Sports Marketing, or a related field (Master’s degree preferred).
• Demonstrated experience within the football (soccer) industry, ideally with strong knowledge of the Concacaf region and its commercial landscape.
• Proven track record of consistently meeting or exceeding revenue targets and successfully closing high-value, complex, multi-year deals.
• Strong commercial mindset, proven leadership experience, and the ability to build a high-performing, scalable partnerships engine.
• Experience leading and scaling high-performing commercial teams in dynamic environments.
• Strong understanding of the full partnership lifecycle, from sales through execution, servicing, and renewal.
• Exceptional communication, negotiation, and stakeholder management skills, with the ability to influence at senior executive levels.
• Bilingual proficiency in English and Spanish required (written and spoken).
• Strategic mindset combined with a hands-on, results-oriented approach and strong execution capabilities.
• Demonstrated ability to operate effectively in fast-paced, complex, and matrixed organizations, collaborating cross-functionally.
• Strong analytical, problem-solving, and decision-making skills, with the ability to manage multiple priorities under pressure.
• Experience with P&L ownership, financial planning, forecasting, and performance management.
• High level of proficiency in Microsoft Office Suite (PowerPoint, Excel, Word); familiarity with CRM and data analytics tools is a plus.
• Candidate must have the flexibility to travel nationally and internationally for the performance of his/her duties. Approximate travel requirement: 50-60%.

Due to the cyclical nature of the sports and entertainment industry, the employee may be required to work varying schedules, including game nights, to reflect the business needs of the company.

This job description in no way implies that the duties listed here are the only ones the employee can be required to perform. The employee is expected to perform other tasks, duties, and training as dictated by their supervisor.

Concacaf provides comprehensive benefits offerings to all full-time employees. Our benefits are competitive according to the market.

Concacaf is an equal opportunity employer, and we welcome applications from all backgrounds regardless of race, color, religion, sex, ancestry, age, marital status, sexual orientation, gender identity, disability, or any other classification protected by law.

If you are interested in applying for this position, please send an updated CV to View email address on click.appcast.io

All applicants must be legally authorized to work in the United States and will be required to submit proof of such eligibility.