ABOUT MCC & LONDON SPIRIT
Marylebone Cricket Club (MCC) is the owner of Lord’s Cricket Ground and one of the most iconic institutions in global sport. Alongside its heritage, MCC operates at the forefront of modern cricket through London Spirit (LS), a leading franchise in the ECB’s The Hundred competition.
Together, MCC and London Spirit offer a unique and powerful commercial platform, combining tradition, prestige, and global reach with innovation, entertainment, and new audiences.
This role sits at the heart of that opportunity, working across both brands to unlock commercial growth.
DIMENSIONS OF ROLE
Normal working hours will be 09:00 – 17:00 Monday to Friday (inclusive), including one-hour unpaid lunch on each day worked; making a total of 35 working hours per week.
KEY PURPOSE OF ROLE
To own and drive the new business pipeline across MCC and London Spirit, with a primary focus on top-of-funnel activity, outbound prospecting, and lead generation.
Acting as a central engine for commercial growth, this role is responsible for:
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Generating a consistent flow of high-quality new business opportunities
Building and managing a robust, forward-looking pipeline
Leading early-stage commercial engagement with prospective partners
While supporting deal progression, success will be measured primarily on the volume, quality, and conversion of pipeline opportunities, rather than solely on closed revenue.
YOUR IMPACT
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Deliver a step-change in outbound new business activity across both brands
Build a high-volume, high-quality pipeline of qualified prospects
Increase the speed and consistency of opportunities entering the funnel
Enable senior commercial leaders to focus on high-value deal strategy and closing
Strengthen MCC, Lord’s and London Spirit’s presence and visibility in the marketplace
KEY TASKS AND ACCOUNTABILITIES
1. Outbound Prospecting & Lead Generation
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Develop and execute a proactive outbound prospecting strategy across both brands
Build and maintain segmented prospect lists by category, sector, and strategic priority
Conduct category-led research to identify new commercial opportunity areas
Initiate outreach via LinkedIn, email, phone, and in-person networking
Generate a consistent volume of first meetings and qualified introductions
2. Pipeline Ownership & Qualification
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Build, manage, and maintain a forward-looking pipeline of opportunities
Qualify prospects to understand:
Prioritise opportunities based on strategic alignment and commercial potential
Ensure a high-quality funnel of opportunities is passed into active sales progression
3. Early-Stage Opportunity Development
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Lead initial commercial conversations, representing both MCC and London Spirit with credibility
Shape early discussions into clear, viable partnership opportunities
Collaborate with senior stakeholders on approach, positioning, and next steps
Support development of proposals and pitch materials where appropriate
Progress opportunities to handover or shared ownership stages for closing
4. Market Insight & Targeting
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Maintain strong awareness of:
Sponsorship and partnership trends
Brand activity and movements
Market and category developments
Identify new entrant brands, growth sectors, and white space opportunities
Contribute insight into commercial strategy and proposition development
5. CRM, Reporting & Process Discipline
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Maintain accurate records of all activity within CRM systems
Track and report on:
Outreach activity
Meetings secured
Pipeline progression
Provide visibility on pipeline health, risks, and opportunities
6. Cross-Brand Collaboration
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Work across MCC and London Spirit to identify integrated commercial opportunities
Collaborate with Partnerships, Marketing, Digital, and Cricket departments
Support the development of a joined-up go-to-market approach
7. Representation & Events
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Represent MCC and London Spirit at:
Act as a professional ambassador, using these environments to generate leads and build relationships
This job profile is not an exhaustive or definitive list of all possible job responsibilities, tasks, and duties. The responsibilities, tasks and duties of the jobholder might differ from those outlined in the job profile and duties might be amended as the job evolves in light of the needs of the business and/or at the discretion of management.
HOW SUCCESS IS MEASURED
Primary Metrics:
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Volume and quality of new outbound leads generated
Number of qualified meetings secured
Pipeline value and coverage created
Conversion from lead to qualified opportunity
Secondary Metrics:
VARIATIONS OF JOB RELATING TO MAJOR MATCHES
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Attendance at all major match-days, including weekends, as required.
Any other duties, whether in the Department or elsewhere around the Ground, as required.
PERSON SPECIFICATIONS – SKILLS, EXPERIENCE AND QUALIFICATIONS
Essential
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Experience in B2B sales, partnerships, or business development
Proven ability to generate outbound leads and build pipelines
Confidence in initiating conversations and securing meetings
Strong organisational skills and CRM discipline
Proactive, resilient, and results-driven mindset
Ability to operate effectively across multiple brands and stakeholders
Desirable
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Experience in sport, entertainment, media, or premium environments
Understanding of sports sponsorship and partnership models
Familiarity with franchise sport and live event environments
Existing network of brand or agency contacts
