Director, Strategy & Consulting

Role Overview

Director, Strategy & Consulting at Wasserman. This is a senior, high-ownership role leading the Advisory workstream for one of the company's largest revenue accounts, focused on esports.

Company Overview

Wasserman (operating as THE·TEAM) provides representation and marketing services to talent, brands and properties across 28 countries and more than 70 cities worldwide. The Brands and Properties group partners with iconic brands and rights holders to turn relevance into revenue through integrated strategy and consulting, creative, live experiences and commercialization. The company is shaped by its belief in the unifying power of sports, music and entertainment, and leads with intelligence, ideas and influence.

Role Purpose

Lead commercial strategy and advisory work for a large esports account, shaping how the client positions, develops, values, packages and takes commercial opportunities to market. Operate with significant autonomy within a cross-functional account team, bring external perspective through global benchmarking and market understanding, and drive commercial growth while managing competing priorities in a fast-moving environment.

Key Responsibilities

Commercial Strategy & Positioning

• Lead commercial strategy and positioning for a portfolio of esports properties, developing clear value propositions, priority narratives and recommendations that support commercial growth.
• Provide thought leadership on how the commercial proposition should evolve, using global benchmarking, market developments and your own experience to identify areas for growth, challenge established approaches and make clear, actionable recommendations.
• Turn commercial activity and deal learnings into practical recommendations, using evidence from the pipeline, inventory, market and partner demand to improve pricing, packaging, renewals and future strategy.

Commercial Inventory & Valuation

• Shape and expand the commercial inventory, identifying opportunities to create new rights, assets, propositions and revenue opportunities as well as optimising existing inventory.
• Lead the strategic thinking behind valuation, pricing and packaging, setting clear commercial principles around value, scarcity and deal structures while delegating appropriate analysis and documentation to junior support.

Deal Advisory & Negotiation

• Advise on priority live deals and partnership opportunities, helping teams assess rights mix, fee levels, negotiation levers, phasing, performance mechanisms and opportunities to build value over time.

Sales Enablement & Go-to-Market

• Direct go-to-market strategy and sales enablement, setting the story and structure for core sales materials, proposals and category-specific narratives and ensuring they are commercially clear and persuasive.

Innovation & Process

• Drive innovation in the way we deliver for our clients, identifying new approaches, tools, processes and commercial models that make the offering more efficient, more effective and ultimately more profitable.

Stakeholder Collaboration & Management

• Collaborate across sales, partnerships, product, events, content, broadcast, operations, finance and legal to align commercial decisions, resolve trade-offs and keep priority opportunities moving.
• Manage priorities, junior resource and stakeholder expectations during fast-moving periods, maintaining quality across multiple requests and knowing what to delegate, what to own directly and when to seek senior counsel.

Qualifications & Experience

• Strong experience in commercial strategy, sponsorship, partnerships, rights, consulting or a related field, ideally gained within sports, esports, a rights-holder, agency or another relevant commercial environment.
• Experience directing and delegating work effectively, giving junior team members clear guidance while retaining accountability for the overall quality and commercial outcome.

Skills & Competencies

• Excellent commercial judgement, with the ability to turn complex opportunities into clear positioning, pricing, packaging and strategic recommendations.
• Confidence working with senior clients and stakeholders, including the ability to challenge constructively, make decisions and communicate a clear point of view.
• A highly organised, pragmatic and decisive approach, with the ability to manage ambiguity, competing priorities and short deadlines without losing sight of quality.
• A collaborative, low-ego working style combined with the confidence to take ownership, operate independently and recognise when senior advice or escalation is appropriate.
• Strong communication and storytelling skills, with the ability to translate complex commercial thinking and data into simple, persuasive narratives and recommendations.

Additional Information

• This is an advisory and commercial strategy role. It is not intended to own direct sales execution, CRM management, high-volume graphic design production or specialist legal and financial work.
• Junior resource is available to support defined executional work.
• Wasserman does not discriminate on the basis of race, sex, color, religion, age, national origin, marital status, disability, veteran status, genetic information, sexual orientation, gender identity or any other reason prohibited by law in provision of employment opportunities and benefits.