Commercial Delivery Manager

At EFG (ESL FACEIT Group) we create worlds beyond gameplay where players and fans become community. We pride ourselves in having a corporate social responsibility which is that “IT’S NOT GG, UNTIL IT’S GG FOR ALL”. We are passionate about the culture we foster that ultimately helps to create and shape the world of esports, gaming tournaments, leagues, events and holistic ecosystems staged for our millions of players, fans and heroes.

Everything we do, from global esports tournaments and community-driven leagues to next-generation platforms and live events, is rooted in our passion, craftsmanship, and culture. With millions of players and fans around the world, we aim to shape the future of esports and gaming by building ecosystems that are inclusive, innovative, and enduring. 

The Mission: "How do we turn fan interest into confirmed sales at scale?"

Core Responsibilities: What You Will Do

1. GTM (Go-To-Market) Framework Scale & Commercial Delivery

• Standardization: Lead the standardization and rollout of GTM (Go-To-Market) commercial frameworks and sales launch playbooks across distinct game ecosystems to unlock baseline revenue.
• Delivery Plans: Drive end-to-end commercial delivery plans for each event, managing detailed project timelines, cross-team dependencies, and key revenue milestones.
• Execution & Setup: Oversee the commercial setup and execution of sales campaigns across e-commerce and ticketing channels, ensuring a flawless customer journey from launch to sell-out.

2. D2C (Direct-to-Consumer) Funnel Optimization & Revenue Growth

• Funnel Optimization: Own the optimization of D2C (Direct-to-Consumer) sales funnels and checkout journeys, analyzing consumer buying behavior to remove touchpoint friction, boost CR (Conversion Rates), and increase AOV (Average Order Value).
• Consumer Psychology: Leverage consumer psychology and digital sales mechanics to design creative product angles, commercial hooks, and urgency drivers for ticket tiers and merchandise collections.
• Storefront Audits: Continuously audit purchasing channels and storefronts to guarantee seamless purchasing mechanics and high-converting landing experiences.

3. Marketing & Strategic Alignment (The Commercial Lead)

• Cross-Functional Interface: Act as the primary Commercial POC (Point of Contact) interfacing with the Marketing teams, translating revenue targets into clear promotional briefs, campaign timelines, and ad alignment.
• Inventory Alignment: Align marketing promotional pushes with live ticket and merchandise inventory availability, ensuring paid and organic channels directly drive conversion.
• ROI & ROAS Management: Monitor campaign ROI (Return on Investment) and ROAS (Return on Ad Spend), providing strategic guidance and actionable feedback to Marketing to optimize ad spend and campaign timing.

4. Product Bundling, Monetization & Pricing Strategies

• Product Bundling: Establish and execute innovative product-bundling strategies (e.g., ticket + exclusive merchandise packages, hospitality add-ons, early access upgrades).
• Price-Tier Management: Manage price-tier rollouts and dynamic upsell pathways throughout the customer funnel to encourage attendees to purchase beyond the entry ticket.
• Revenue Yield Optimization: Identify and test new monetization hooks and cross-selling campaigns to maximize revenue yield per fan across both digital and physical ecosystems.

5. Performance Analytics & Process Excellence

• Dashboard & KPI Tracking: Oversee internal dashboards and reporting, tracking real-time ticket sales pacing, merchandise performance, campaign ROI (Return on Investment), and customer conversion KPIs (Key Performance Indicators).
• Workflow Ownership: Own commercial project workflows on Monday.com, maintaining strict task visibility, cross-team accountability, and operational data hygiene.
• Process Improvements: Self-identify commercial bottlenecks and operational deficiencies, taking the initiative to implement scalable process improvements across departments.

Requirements

• Proven Experience: 3–5+ years of experience leading B2C (Business-to-Consumer) E-commerce, Commercial Delivery, Digital Growth, or Sales Operations (experience in gaming, esports, music, or live entertainment is strongly preferred).
• GTM & Commercial Leadership: Proven track record in managing GTM (Go-To-Market) campaign delivery, digital sales funnels, and D2C (Direct-to-Consumer) acquisition metrics, including:
  
  
  • CR (Conversion Rates)
  • AOV (Average Order Value)
  • ROAS (Return on Ad Spend)
  • CAC (Customer Acquisition Cost)
  • LTV (Lifetime Value)
• E-Commerce & Digital Systems: Deep familiarity with e-commerce platforms (e.g., Shopify), ticketing backoffices, and digital analytics tools (e.g., GA4 - Google Analytics 4, Meta Business Suite).
• Stakeholder Management: Exceptional communication and interpersonal skills, with a proven ability to direct cross-functional efforts between creative/marketing teams, commercial leads, and external partners.
• Technical & Analytical Proficiency: Advanced skills in Excel / Google Sheets (sales modeling, tracking dashboards, forecasting) and PowerPoint / Google Slides (commercial briefs, campaign performance decks).
• Project Management: Advanced proficiency in structured project management tools (Monday.com or similar) and cross-team communication tools (Slack).
• Commercial Creativity: Ability to analyze products or events and craft compelling positioning strategies that generate active fan desire and purchasing intent.
• Problem-Solving & Agility: Highly organized with exceptional planning skills, capable of making fast, effective decisions in high-pressure, fast-paced environments.
• Multilingual Proficiency: Fluency in English and at least one additional language (written and spoken) is required.
• Mobility: Able and willing to travel internationally for key events and strategy alignments when required.

Hypothetical Breakdown of the Role and Responsibilities

• GTM (Go-To-Market) Framework Scale, Delivery & Sales Planning: 30%
• Marketing Alignment, Campaign Strategy & ROAS (Return on Ad Spend) Oversight: 25%
• Conversion Optimization, Funnel Mechanics & Product Bundling: 25%
• Commercial Performance Analytics & Reporting: 20%

Who You Are

• Global Communicator: You are a strong communicator and multilingual, fluent in English and at least one additional language, enabling you to articulate strategy and coordinate seamlessly across diverse global teams and markets.
• Commercial Leader: You are a commercial leader, connecting creative marketing ideas with concrete, repeatable revenue targets.
• Growth Mindset: You possess a strong growth mindset, constantly looking for creative product hooks, upsell triggers, and CRO (Conversion Rate Optimization) opportunities to maximize fan lifetime value.
• Framework-Oriented: Highly structured and framework-oriented, you take pride in establishing standardized, scalable GTM (Go-To-Market) playbooks that work across multiple ecosystems.
• Data-Driven: You are data-driven and analytical, using funnel analytics, campaign ROAS (Return on Ad Spend), and consumer purchasing trends to optimize sales strategies in real time.
• Proactive Driver: You are a proactive driver, thriving in fast-paced environments where ownership, cross-team coordination, and hitting commercial targets are paramount.

Firmly rooted in our values, EFG is an affirmative action employer that celebrates being an equal opportunity workplace. Our unwavering commitment to fair employment extends to all individuals, regardless of their race, color, ancestry, religion, sex, national origin, age, sexual orientation, disability, citizenship, marital status, gender identity, or Veteran status.