Conversion Optimisation Lead

Spotlight Sports Group; Greater London; Hybrid; GBP 120,000 - 190,000; Full time

Benefits offered by this job

Private medical insurance

Parental leave

Season Ticket Loan

Cycle to Work Scheme

Pension scheme

Job summary

Spotlight Sports Group is seeking a senior Conversion Lead to own click-to-FTD performance across racing, sport and casino. You will drive the activation-to-first-deposit journeys, lead the test-and-learn programme, and partner with Product, Data and Partnerships to maximise revenue.

You will champion compliance and safer gambling while developing a high-performing conversion team. The role combines strategic leadership with hands-on optimisation across landing pages, links and journeys.

Qualifications

• Proven leadership in conversion, CRO, growth or performance roles within betting, casino, or affiliate businesses.
• Strong track record of running structured experimentation programmes at scale (research, prioritisation, A/B testing, measurement).
• Solid understanding of affiliate economics: CPA, revenue share, EPC, NGR, cohort LTV.

Responsibilities

• Own click-to-FTD performance across racing, sport and casino; guiding weekly decision-making with clear insights and recommendations.
• Lead conversion strategy from activation to first deposit across pages, offers and journeys.
• Oversee test-and-learn programmes with Product; prioritise tests by impact and scale successful variants.

Skills

Leadership

CRO / growth

Experimentation

Digital funnels

Analytics & attribution

Stakeholder management

Job description

Spotlight Sports Group is a global media and technology company with a clear purpose, to set the standard for trusted, customer-driven experiences across global racing and sports betting. Guided by our mission to create experiences that fans love, we combine more than 40 years of heritage with bold innovation to deliver award-winning content, data and digital products. With over 400 employees worldwide, our portfolio includes Racing Post, myracing and Free Super Tips, as well as the international marketing agencyICS-digital andICS-translate. Together, we partner with leading operators, affiliates and media groups to power growth and engagement across the industry.

This role owns converting our audience into first-time depositors across Sports Betting and Gaming. It is accountable for the full click-to-FTD funnel: intent development, offer presentation, landing pages, operator journeys, registration, and always-on conversion rate optimisation (CRO).

Key accountabilities/responsibilities:

• Own click-to-FTD performance across racing, sport and casino, acting as a core member of the Affiliate Growth Team to drive weekly decision-making through clear performance insight, actions and recommendations against agreed FTD, EPC and conversion targets.
• Set and lead the conversion strategy from the activation handoff to first deposit, covering our key products, landing pages, offer placements, registration/deposit pathways, app and web journeys.
• Lead the test-and-learn programme with Product, prioritising tests by expected impact, incremental uplift and scale-up of successful changes.
• Own conversion performance for key monetisation positions across the offers hub and our other sports, racing and casino products.
• Optimise betting journeys end-to-end, including deep links, integrated journeys, betslip links and other mechanics that reduce friction between intent and first deposit.
• Build intent-led journeys using persona, behavioural, and propensity signals from Data Intelligence to route users to the right proposition.
• Own offer presentation and decisioning in partnership with the Head of Commercial Optimisation and Partnerships.
• Work with CRM on registered-no-deposit and other pre-FTD journeys, ensuring messaging, segmentation, and landing pages remain aligned to the conversion strategy.
• Work with Data Intelligence to ensure click IDs, source tracking, attribution and test measurement are in place before journeys go live.
• Drive the daily uplift using boosts, bet builders and other promotions into converting placements with robust deep-linking and clear measurement, working with Partnerships, Content, Product and Affiliate Operations to maximise their results.
• Define and prioritise conversion requirements for central teams, and work with the Project Manager to secure delivery, manage dependencies, and coordinate external capabilities with our external partners.
• Lead and develop the conversion team, set priorities, manage capacity, and escal issues at the Affiliate Growth Team.
• Champion compliance and safer gambling standards across all conversion activity, ensuring experimentation and optimisation operate within regulatory and responsible marketing requirements.

• Proven leadership in conversion, CRO, growth or performance roles within betting, casino, or affiliate businesses.
• A strong track record of running structured experimentation programmes at scale, including research, prioritisation, A/B testing, measurement and rollout of successful variants.
• Strong grasp of affiliate economics including CPA, revenue share, EPC, NGR and cohort LTV, and the ability to balance conversion volume with downstream customer value.
• Strong understanding of digital funnels, landing page optimisation, behavioural analytics, tracking and attribution.
• Data-literate and comfortable working with propensity scores, cohort analysis and incremental measurement, turning analysis into clear commercial decisions.
• Experience leading small teams and influencing senior stakeholders across Product, Data, Marketing, and Partnerships.

We offer a range of well-being initiatives, including private medical insurance, excellent parental leave, a working globally policy, mental health support, assistance programs, and social gatherings. We also provide a pension scheme and various other benefit schemes. Plus, we all get our birthdays off work and enjoy 25 days of holiday per year.

We’ve also got you covered with life assurance and exclusive perks like the Star card and our Step Further Awards (our employee recognition program) to recognise your dedication. For those working via the hybrid model (in the office and at home) we’ve made commuting easier with our Season Ticket Loan and Cycle to Work Scheme.

You can also take advantage of complimentary access to our Racing Post Members Club, complete with an Ultimate Membership. We believe in making a positive impact beyond the workplace, and you'll have the chance to volunteer two days per year with our charity partner.