Explore

Ben Lawrence

Vice President, Revenue Operations, Sales Operations & Sales Engineering

Contact Information

Company website:

https://www.endeavorstreaming.com/⁠

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LinkedIn:

https://www.linkedin.com/in/ben-lawrence-57795930/⁠

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Personal email:

lawr8138@outlook.com⁠

Personal website:

https://www.benjohnlawrence.com/⁠

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Based: Edinburgh, UK (inc. regular travel to London)

Executive Summary

I work for Endeavor Streaming, a global leader in OTT streaming technology. We power D2C streaming for sports federations, sports teams, broadcasters and media & entertainment businesses. If you want to bring Netflix-like applications to market, come and speak to us - we provide all the tools you’ll need to do just that. I’ve been with the business since 2017, and was one of the first handful of non-software engineers to join the team.

I am an accomplished professional with 20+ years working in the media and technology industry. I am an operator, and bring hands-on experience building and running teams spanning revenue operations, sales operations, sales engineering, technical account management, project management, content operations, content marketing, social media management, and content production.

As part of the leadership team in our commercial organisation, I work directly with the sales team leading sales pitches, pricing, contract negotiations, and product demos. I also act as the primary conduit between commercial and everything else that we do downstream - product, engineering, live operations, project management and customer success.

I deeply understand the role technology, streaming media, content and data plays in the broader sports media rights landscape, and have worked closely with multiple tier one clients. In the sports vertical these include UEFA, WWE, the UFC and many more. On the media & entertainment side, recents wins include AMC Networks and Al Jazeera.

Key Skillset

Revenue operations: Pipeline tracking and projections (via Salesforce), cost analysis, ownership of go-to-market pricing, business modelling and margin analysis.

Sales engineering: Technical qualification of prospective new business, running gap analyses, product demos, RFP responses, technical requirements gathering, compliance documentation, and proposals.

Contract management: Ownership of company contract templates and internal guidelines. Senior negotiator on our deal team, spanning scope of work, SLA’s and pricing.

Sales operations: Defining both our internal processes to help facilitate closing new business, alongside the downstream protocols to ensure seamless handover to product, engineering and customer success.

Team building and people management: Building, recruiting and directly managing teams, including setting and tracking team and individual objectives and key results on a quarterly and annual basis.

Business development and client management: I am a proficient sales-person, with +10 years of roles that incorporate new business sales, alongside existing client management.

D2C commercialisation strategy (sports teams and federations): Go-to-market content monetisation strategies per territory, spanning live and on-demand.

Project management: I built the team responsible for the risks, timelines and deliverables associated with our contractual obligations.

Technical account management: I built the customer success team responsible for ensuring our clients maximise the existing platform toolset.

Content operations: I built the content team responsible for managing our customers D2C streaming services day-to-day.

Sports TV broadcasting: Hands-on experience spanning pre-production, production & post-production workflows.

Professional Experience

Endeavor Streaming

Vice President, Revenue Operations, Sales Operations & Sales Engineering

April 2020 – Present

I am responsible for our company revenue operations components, such as pipeline tracking, pricing guidance and margin analysis. I devise and implement sales operations processes and best practice. I oversee company contract management and negotiations. I directly support new business pitches, lead product demos, and run the sales engineering team responsible for all technical aspects of new business sales.

Skills: New Business Development · Revenue Operations · Sales Engineering · Sales Operations · SaaS Sales · Contract Negotiation · Contract Management · Team Leadership · Streaming Media

Senior Director, Customer Success

Dec 2017 – March 2020

As the champion of our customers, I was responsible for launching our first customers onto the platform, and making sure they maximised the toolset available to them to grow their D2C businesses. From there, I built our technical account management, project management, and content operations teams respectively.

Skills: Streaming Media · Team Leadership · Technical Account Management · Commercial Account Management · Project Management · Software Development · Product Development

IMG

Head of Business Development, Digital Content (IMG Studios)

Oct 2016 - Nov 2017

I packaged, sold and oversaw delivery of digital and social content solutions for IMG Studios customers. These encompassed sports federations, sports events, and brand sponsorship activation.

Skills: New Business Development · Digital Media Sales · Online Video Strategy · P&L Forecasting · P&L Management · Social Media Consulting · Sports Rights

Director, Digital Projects (IMG Events)

April 2014 - Sept 2016

I was responsible for range of cross-team digital initiatives within the IMG Events division, spanning website CMS consolidation, CRM unification, and the implementation of social media management and digital marketing SaaS tooling. IMG Event's Division encompassed a wide range of events spanning arts & entertainment, culinary, mass participation, golf and tennis.

Skills: Content Management Systems (CMS) · Customer Relationship Management (CRM) · Digital Project Management · Social Media Advertising · Digital Marketing · Social Media Management · Team Leadership · Team Building

Digital Platforms Portfolio Manager (IMG Media)

April 2010 - March 2014

I was responsible for launching, building and growing the digital footprint for an IMG Media owned and operated business, Golfing World. This encompassed P&L ownership, web and app builds, vendor negotiation and management, online video platform tooling, social media brand growth, and digital sponsor activation.

Skills: Team Leadership · Third-Party Vendor Management · Website Building · Mobile Application Development · Audience Development · Content Marketing · Social Media · Sports Rights

Senior Producer, Sports Television (IMG Productions)

April 2007 - March 2010

Projects encompassed sports magazine programming, branded video, documentaries and live OB broadcast. Included management role of small - medium production sized teams.

Skills: Planning Budgeting & Forecasting · Creative Pitching · Team Building · People Management · Broadcast Television · Post-Production · Live Broadcast

Producer, Sports Television (IMG Productions)

April 2005 - March 2007

Projects encompassed sports magazine programming, branded video, documentaries and live OB broadcast.

Skills: Post-Production · Broadcast Television · Live Broadcast

Degree - Leeds Metropolitan University

Digital Communications and Multimedia Technology (2:1)

Leeds, United Kingdom

2001 - 2003.