Job description
Head of Commercial Sales
About Us
The International Skating Union (ISU) is the world governing body for Figure Skating, Speed Skating, Short Track Speed Skating and Synchronized Skating. Founded in 1892, the ISU is the oldest international winter sports federation and today works with more than 100 Member Federations across nearly 80 countries to grow and develop skating worldwide. At the heart of the ISU is a bold ambition: to create a world where everyone can experience and enjoy the thrill of skating. Through Vision 2030, the ISU is transforming the future of skating by becoming an athlete-first, member-focused and fan-centric organisation, driving innovation, growth and global engagement across all disciplines.
What makes the ISU unique is the opportunity to combine the passion of sport with meaningful global impact. As part of a close-knit and collaborative team, you'll have the chance to contribute to the growth of a worldwide sport, work with stakeholders across continents and help shape the future of skating for generations to come.
Our DNA is to be Inspiring, Supportive, Unstoppable.
The Role
The Head of Commercial Sales will define and lead the ISU’s global commercial sales strategy, with overall accountability for sustainable revenue growth across sponsorship, strategic partnerships and new commercial opportunities. Reporting to the Chief Commercial & Marketing Officer, the role will establish the ISU’s approach to market, set commercial priorities and revenue targets, and build a high-performing sales function capable of securing and growing high-value, multi-year partnerships.
As the senior commercial sales lead, the role combines strategic leadership with direct responsibility for major business development. The successful candidate will personally originate and close complex opportunities, represent the ISU with C-suite decision-makers and ensure that commercial propositions reflect the full value of the ISU’s global events, disciplines, audiences and digital platforms.
The Head of Commercial Sales will create the strategy, structures, processes and market relationships required to deliver ambitious short- and long-term revenue growth. While the role is primarily focused on new business, it will also provide senior oversight of partner value, renewals and the effective transition of signed agreements into delivery.
Key Responsibilities
Commercial Strategy & Revenue Leadership:
- Define and own the ISU’s global commercial sales strategy, translating organisational priorities into a clear multi-year revenue plan.
- Set annual revenue targets, sector priorities, market-development plans and performance measures, with accountability for delivery against agreed commercial objectives.
- Lead the development of a diversified and sustainable commercial portfolio across sponsorship, partnerships and other revenue-generating opportunities.
- Advise the Chief Commercial & Marketing Officer and senior leadership on commercial opportunities, investment priorities, risks and market positioning.
- Own sales forecasting, pipeline quality, pricing discipline and commercial reporting, ensuring accurate and timely visibility of performance.
Business Development & Strategic Sales:
- Personally originate, develop and close high-value, multi-year commercial agreements with global and regional brands.
- Build and maintain a strong qualified pipeline by leveraging an established network and creating new relationships with brands, agencies and senior decision-makers.
- Lead senior-level pitches, presentations and negotiations, taking responsibility for commercial terms, internal approvals and successful contract conclusion.
- Prioritise and develop opportunities across strategic sectors including technology, AI and innovation, consumer electronics, financial services, travel, automotive, luxury, FMCG, health and wellness, and telecommunications.
Commercial Proposition, Rights & Innovation:
- Direct the development of compelling, insight-led commercial propositions aligned with partner objectives and the ISU’s strategic priorities.
- Establish pricing principles and lead rights valuation, packaging and inventory management to maximise revenue while protecting long-term value.
- Identify and develop new commercial assets and revenue platforms across events, digital, content, data, licensing, hospitality and fan engagement.
- Ensure proposals are commercially robust, operationally deliverable and supported by a clear assessment of value, cost, risk and return.
Functional Leadership & Sales Excellence:
- Build and lead the commercial sales function, including employees, consultants, agencies and other external sales resources as required.
- Create clear sales processes, governance, CRM discipline and performance standards to support effective prioritisation and execution.
- Allocate opportunities and resources effectively, coach colleagues involved in commercial development and foster a high-performance, accountable culture.
- Manage relevant sales budgets and external resources in line with agreed priorities and return expectations.
Senior Stakeholder & Partner Leadership:
- Represent the ISU in senior-level discussions with global brands, agencies, rights holders, event organisers and other strategic stakeholders.
- Build trusted C-suite relationships with prospective and existing partners, positioning the ISU as an innovative and credible global partner.
- Provide senior oversight of the transition from sale to delivery, ensuring commitments are clear, achievable and effectively handed over to activation and servicing teams.
- Oversee renewal strategy for priority partners and intervene at senior level where required to protect value and long-term relationships.
Cross-Functional & Organisational Leadership:
- Work with marketing, communications, digital, events, broadcast, legal and finance colleagues to create integrated, deliverable and commercially sound solutions.
- Partner with ISU leadership, Member Federations and event organisers to identify and unlock commercial opportunities across global events and year-round properties.
- Champion a commercially focused culture and improve organisational understanding of the value, use and protection of ISU commercial rights.
Market Intelligence, Governance & Performance:
- Monitor sponsorship trends, competitor activity and relevant market developments to identify opportunities and maintain a differentiated proposition.
- Provide clear monthly and quarterly reporting on revenue, pipeline, conversion, forecast accuracy, market activity and key risks.
- Ensure sales activity and agreements comply with internal governance, delegated authority, legal requirements and the ISU’s ethical standards.
- Use data, insight and post-deal evaluation to improve commercial decision-making, proposition development and sales performance.
Profile required
About You
You are a senior commercial leader with the strategic judgement, market credibility and personal drive to build revenue in an international rights-holder environment. You combine an established network and demonstrable record of closing major partnerships with the ability to set direction, lead resources and influence at executive level. Entrepreneurial and decisive, you are equally comfortable shaping long-term strategy, challenging assumptions and taking personal ownership of critical pitches and negotiations.
Essential:
- At least 10 years’ progressive experience in sponsorship sales, commercial partnerships, rights-holder business development or a comparable commercial discipline, including significant experience at senior leadership level.
- Proven accountability for ambitious annual revenue targets and a strong record of originating, negotiating and closing high-value, multi-year international agreements.
- Demonstrated experience defining and delivering a commercial sales strategy across multiple markets, sectors or properties.
- Experience leading and developing employees, consultants, agencies or international sales resources, with the ability to create accountability and high performance.
- Established network of senior brand, agency and commercial decision-makers, with the credibility to operate confidently at C-suite and board level.
- Strong understanding of rights valuation, pricing, packaging, commercial contracting, forecasting and pipeline management.
- Exceptional negotiation, presentation and influencing skills, together with sound judgement and the ability to navigate complex stakeholder environments.
- International outlook and experience working across cultures, with readiness to travel regularly for meetings, events and industry engagements.
- Fluent English, with excellent written and verbal communication skills.
Desirable:
- Senior commercial experience within an international sports federation, rights holder, major sporting event, media or entertainment organisation.
- Experience developing new commercial assets and propositions across digital, content, data, licensing, hospitality and experiential platforms.
- Existing senior relationships within one or more priority sectors, including technology, AI and innovation, financial services, automotive, travel, luxury, telecommunications or FMCG.
- Knowledge of the Olympic Movement and the international sport ecosystem, including experience working with organising committees, Member Federations or major event organisers.
- Additional language skills, particularly French, are an asset.
What We Offer
- A unique opportunity to contribute to the growth of one of the world's leading International Sports Federations.
- A dynamic, international, and collaborative working environment based in Lausanne, the Olympic Capital.
- The opportunity to work on prestigious global sporting events and commercial partnerships.
- A high-impact role with autonomy, responsibility, and exposure to senior stakeholders.
- Competitive remuneration and benefits package, commensurate with experience.
- Opportunities for professional development and continuous learning.
- A flexible and inclusive workplace that values innovation, collaboration, and excellence.
Location: Lausanne
Reports to: Chief of Commercial and Marketing
Contract Type: Permanent
Start date: To be discussed
Why Join Us
This is an opportunity to lead and shape the commercial sales agenda of an International Sports Federation at an important stage of its growth. You will have the mandate to build the ISU’s market approach, develop new revenue platforms, secure transformational partnerships and influence how the organisation creates long-term commercial value from its global sports, events and audiences.
How to Apply
If you are passionate about sports and want to use your commercial expertise to support an international federation, we would love to hear from you.
Former athletes and skaters are strongly encouraged to apply, as their unique experiences are highly valued. At ISU, we are committed to creating a diverse, inclusive, and supportive environment where everyone is valued and empowered to succeed.
Skate on, together.
Company description
Why Join the ISU?
The International Skating Union (ISU) is the world governing body for Figure Skating, Speed Skating, Short Track Speed Skating and Synchronized Skating. Founded in 1892, the ISU is the oldest international winter sports federation and today works with more than 100 Member Federations across nearly 80 countries to grow and develop skating worldwide.
At the heart of the ISU is a bold ambition: to create a world where everyone can experience and enjoy the thrill of skating. Through Vision 2030, the ISU is transforming the future of skating by becoming an athlete-first, member-focused and fan-centric organisation, driving innovation, growth and global engagement across all disciplines.
What makes the ISU unique is the opportunity to combine the passion of sport with meaningful global impact. As part of a close-knit and collaborative team, you'll have the chance to contribute to the growth of a worldwide sport, work with stakeholders across continents and help shape the future of skating for generations to come.
On 10/20/2026