Chief Revenue Officer

Job Title: Chief Revenue Officer (CRO)
Reporting to: Chief Executive Officer
Location: Brunton Park, Carlisle (on-site; no hybrid working option)
Contract: Full-time, permanent
Working pattern: Full-time, including attendance and work on home matchdays
and other Club events as required
Department: Business
Direct Reports: Heads of Department for Commercial, Ticketing and Retail,
together with other designated revenue-generating functions.
Applications: Email CV, covering letter and application form to
CRO@carlisleunited.co.uk
Closing date: Friday 4 December 2026

ABOUT CARLISLE UNITED:

Carlisle United Football Club are entering an exciting period of development and
ambition.
With committed ownership, a passionate supporter base and deep roots in the
Cumbrian community, the Club is focused on building a sustainable and
successful future, both on and off the pitch.
Our long-term vision is underpinned by our 2030/31 Strategy, which is structured
around four strategic pillars:
Football - Achieving sustainable success on the pitch.
Business - Growing revenue, developing our commercial operations and
strengthening financial sustainability.
Supporters - Building stronger relationships with our supporters and delivering
an outstanding supporter experience.
Community - Strengthening our connection with Carlisle, Cumbria and the
wider community.
The Club is seeking an ambitious and commercially driven Chief Revenue Officer to
lead its Business pillar, maximise existing revenue streams and identify significant
new opportunities for growth.
This is an opportunity to play a central role in shaping the commercial future of
Carlisle United.

THE ROLE:

The Chief Revenue Officer will be responsible for leading the Club's revenue growth
strategy and overseeing its commercial and revenue-generating activities.
Reporting directly to the Chief Executive Officer and operating as a key member of
the senior leadership team, the CRO will assume overall leadership of the Business
pillar, encompassing commercial partnerships, sponsorship, ticketing, retail,
hospitality, food and beverage commercial performance, events and nonmatchday
revenue generation.
The successful candidate will provide strategic leadership, direction and support
to an established team of departmental heads, working collaboratively to
strengthen performance, develop new opportunities and maximise commercial
returns.
The CRO will also act as the Club's principal commercial liaison with its
outsourced food and beverage partner, working collaboratively to improve the
quality, performance and profitability of matchday and non-matchday operations.
This is a strategic but hands-on executive leadership role. The successful
candidate will be expected to combine commercial vision with strong financial
judgement, effective people management and a willingness to personally drive
significant commercial opportunities.
The fundamental objective is to deliver sustainable revenue growth, improve
commercial profitability and maximise the commercial potential of Carlisle United
and its assets.

KEY RESPONSIBILITIES:

Commercial Strategy and Leadership:
Working closely with the Commercial Manager and the wider Commercial team, provide strategic leadership and support in developing and delivering the Club's commercial strategy, aligned with
its 2030/31 vision and Operational Business Plan.
Take overall responsibility for the delivery of the Business pillar, working collaboratively with Heads of Department to translate strategic objectives into clear departmental plans, budgets, targets and
measurable outcomes.
Support departmental heads in identifying opportunities to grow existing revenue streams and establish new sources of income.
Provide strategic direction, leadership and support to the Heads of Department responsible for Commercial, Ticketing and Retail, together with other designated revenue-generating functions.
Embed a culture of accountability, collaboration, continuous improvement and commercial ambition across the Business pillar.
Encourage and facilitate collaboration across departments, identifying opportunities to maximise revenue, improve efficiency and strengthen profitability.
Contribute to the Club's wider strategic planning and senior management decision-making.

Commercial Partnerships and Sponsorship:
Work closely with the Commercial Manager and Commercial team to develop and deliver the Club's sponsorship and commercial  partnership strategy.
Support the team in identifying new commercial relationships while strengthening and growing existing partnerships.
Agree ambitious but achievable revenue targets with the Commercial Manager, providing appropriate leadership, support and challenge to ensure delivery.
Personally lead or support significant commercial negotiations, partnerships and strategic opportunities where appropriate.
Work with the Commercial team to maximise the value of the Club's commercial rights, assets and inventory.
Support the development of effective partnership fulfilment, renewal strategies and long-term commercial relationships.
Identify opportunities to expand the Club's commercial reach across Carlisle, Cumbria and beyond.

Ticketing:
Provide strategic leadership and support to the Ticketing department, working with the Head of Ticketing to deliver revenue growth, improve commercial performance and develop opportunities while protecting the supporter experience.
Work with the Head of Ticketing to develop and deliver strategies to maximise season-ticket sales, matchday attendance and ticketing revenue.
Support the Head of Ticketing in reviewing ticketing products, pricing structures, packages and promotional activity to optimise commercial returns.
Work collaboratively to identify opportunities to grow attendance and develop new audiences, while maintaining accessibility and protecting the supporter experience.
Support initiatives that improve customer retention, loyalty and purchasing behaviour.
Agree clear commercial targets and performance measures with the Head of Ticketing, providing appropriate support and challenge to ensure delivery.

Retail:
Provide strategic leadership and support to the Retail department, working with the Head of Retail to develop products, grow sales and improve profitability across physical and online channels.
Work with the Head of Retail to develop and deliver the Club's retail and merchandising strategy.
Support the Retail team in maximising revenues from the Club shop, online retail and other sales channels.
Work collaboratively on product development, merchandising, stock management and the commercial performance of kit and apparel partnerships.
Support the Head of Retail in reviewing pricing, product ranges and promotional opportunities to improve sales and profitability.
Agree clear commercial targets and performance measures, ensuring the department has the support and resources required to deliver its objectives.

Hospitality, Food & Beverage:

Lead the development of the Club's hospitality revenue strategy, working with the relevant departmental teams to maximise commercial returns from executive boxes, lounges, matchday packages and
premium experiences.
Support the development of initiatives to improve hospitality occupancy, pricing, yield and profitability.
Identify opportunities to create new hospitality products and experiences for both existing and prospective customers.
Act as the principal Club contact for its outsourced food and beverage partner, maintaining a productive, collaborative and commercially focused relationship.
Work closely with the catering partner to maximise matchday and nonmatchday food and beverage revenues, ensuring the Club fully capitalises on its first-class hospitality and catering facilities.
Drive opportunities to increase the utilisation of these facilities beyond matchdays, developing new commercial activities and attracting additional customers.
Monitor financial performance, margins, service standards and contractual delivery, working with the relevant internal teams to ensure the partnership delivers appropriate commercial value.
Collaborate with the catering partner to identify opportunities to improve product offerings, pricing, promotions and the overall customer experience.
Ensure food and beverage operations make a positive and growing contribution to the Club's wider commercial objectives.

Non-Matchday Revenue and Business Development:
Lead the development of a comprehensive strategy to maximise nonmatchday revenue, working collaboratively with relevant departmental heads and operational colleagues.
Identify and deliver opportunities to increase commercial utilisation of Brunton Park and the Club's wider facilities and assets.
Develop new income streams through conferences, meetings, events, venue hire, entertainment and other commercial activities.
Explore partnerships and opportunities that broaden the Club's customer base beyond traditional football audiences.
Develop and evaluate new commercial propositions, including opportunities arising from investment in or redevelopment of the Club's facilities.
Work collaboratively with colleagues responsible for facilities and operations to ensure commercial opportunities can be delivered efficiently and profitably.
Establish commercial business cases for significant new initiatives, including projected revenues, costs, margins and returns on investment.

Financial Performance and Accountability:
Be accountable for delivering the Business pillar's agreed revenue targets, cost control and commercial profitability across ticketing, commercial partnerships, retail, hospitality, food and beverage and
non-matchday activities, working closely with the CEO, Finance Director and relevant Heads of Department.
Contribute to the preparation of annual commercial budgets, revenue forecasts and departmental business plans, supplying commercial assumptions and delivery plans. The Finance Director and Finance team will continue to lead and coordinate the budgeting and forecasting process.
Work collaboratively with departmental heads to agree appropriate financial targets, ensuring clear ownership and accountability for performance.
Monitor commercial revenues, expenditure, margins and profitability, identifying risks and opportunities.
Support departmental heads in addressing underperformance, providing appropriate challenge and assistance in developing corrective actions.
Work with relevant teams to review pricing, procurement, commercial contracts and operating models to improve financial returns.
Ensure significant commercial decisions are supported by appropriate analysis, sound financial judgement and robust business cases.
Provide regular, clear and insightful performance reports to the CEO and, where required, the Board.
Ensure expenditure and contractual commitments operate within the Club's established financial controls and delegated authority framework.

Technology, Innovation and Commercial Development:
Champion the effective use of technology, data and innovation to support revenue growth and improve commercial performance.
Work with departmental heads to identify opportunities to improve systems, processes and the commercial customer experience.
Collaborate with colleagues across the Club to leverage technology and insight to improve sales, customer relationships and operational efficiency.
Encourage innovation and continuous improvement across the Club's revenue-generating departments.
Keep abreast of emerging commercial opportunities, industry developments and best practice within football, sport and related sectors.

People Leadership and Collaboration:
Provide strong and effective leadership to the Club's revenuegenerating departmental heads.
Work collaboratively with departmental leaders to establish clear objectives, performance expectations and accountability.
Support, challenge and develop departmental leaders, encouraging ownership, initiative and continuous improvement.
Promote effective collaboration across commercial functions and the wider Club.
Work closely with the leaders of the Football, Supporters and Community pillars to ensure commercial activities complement the Club's broader strategic objectives.
Build strong relationships with the CEO, Finance Director, Board, Club colleagues, commercial partners and other key stakeholders.
Represent Carlisle United professionally and positively in commercial and business settings.

PERSON SPECIFICATION:

Essential Experience:
Proven experience in a senior commercial, revenue or business leadership role, with demonstrable success in delivering revenue growth and improving commercial performance.
Experience of developing and implementing commercial strategies across multiple revenue streams.
A strong track record of leading, managing and developing teams, including departmental heads or senior managers.
Experience of managing significant budgets, commercial targets and financial performance.
Demonstrable success in business development, partnership management and commercial negotiations.
Experience of identifying and developing new commercial opportunities.
Strong stakeholder management skills, including experience working with senior executives, business partners and external organisations.

Essential Skills and Attributes:

Commercial leadership
Strong commercial judgement, with the ability to identify opportunities and convert them into measurable financial returns.
A strategic thinker who can develop long-term plans while maintaining a clear focus on immediate delivery.
A proactive and results-oriented approach to business development.
Strong negotiation, communication and relationship-building skills.
Financial acumen
Excellent understanding of commercial financial performance, including revenue, margins, profitability and return on investment.
Ability to interpret management information and use financial analysis to inform decisions.
Experience establishing commercial targets, monitoring performance and holding teams accountable.
People leadership
A confident and credible leader who can inspire, support and challenge colleagues.
Ability to lead experienced departmental specialists, empowering them to take ownership of their functions while establishing a coordinated approach to revenue generation.
Excellent organisational skills and the ability to balance competing priorities.
Willingness to take personal responsibility for outcomes.
Personal qualities
Ambitious, entrepreneurial and commercially creative.
Strategic but practical, with a willingness to be hands-on when required.
Resilient, adaptable and comfortable working in a fast-paced environment.
Collaborative, approachable and capable of building strong relationships across different departments.
High levels of integrity, professionalism and personal accountability.
An appreciation of the importance of supporters, community and the wider values of a professional football club.

Desirable Experience:
Previous experience working in professional football, ideally within a club's commercial or senior management structure.
Knowledge of, or an established connection with, Carlisle, Cumbria and the regional business community, including awareness of local commercial opportunities (desirable, not essential).
Experience in sport, entertainment, hospitality, leisure, venues or another consumer-facing industry.
Experience managing multiple commercial departments and diverse revenue streams.
Experience of stadium or venue commercialisation, including nonmatchday events and facilities utilisation.
Experience working with outsourced commercial partners, particularly in catering, hospitality or other customer-facing operations.
Experience improving commercial performance through effective use of technology, systems and data.
Experience working in a business undergoing growth, organisational development or commercial transformation.