Location
London

Hours
Full Time

Salary
Competitive, commensurate with experience

About the Role
Spotlight Sports Group is a global media and technology company dedicated to setting the standard for trusted, customer-driven experiences across global racing and sports betting. With over 40 years of heritage and a portfolio including Racing Post, Pickswise, myracing, Free Super Tips, ICS-digital and ICS-translate, we combine bold innovation with award-winning content, data and digital products.

The Subscription Product Manager will own and optimise the end-to-end subscription conversion ecosystem for Racing Post. This role drives subscriber growth by designing, implementing and continuously improving customer journeys, paywall experiences, offer architecture and monetisation strategies that convert anonymous users into paying subscribers.

Working at the intersection of Product, Subscriptions, Editorial, Data and Engineering, you will lead optimisation of registration flows, paywall logic, customer segmentation, pricing and experimentation to deliver measurable improvements in conversion, revenue and customer lifetime value. You will champion data-driven decision making and experimentation, utilising platforms such as Zephr and Zuora to build a highly analytical, customer-focused and commercially impactful subscription experience.

Key responsibilities include:
- Owning the subscription journey from anonymous user through registration, paywall interaction, checkout and billing submission
- Managing and configuring metered, hard and dynamic paywalls using Zephr, leveraging audience segmentation, behavioural triggers and content engagement signals
- Developing and refining customer segmentation strategies to deliver personalised paywall experiences and offers
- Designing and executing a high-frequency experimentation programme across paywall copy, creative, messaging, funnel flows, pricing and offer presentation
- Collaborating with the Subscription Manager on promotional pricing, introductory offers, seasonal campaigns and bundle strategies
- Working closely with Product and Engineering teams to ensure platform integration, performance and SEO standards
- Monitoring and analysing key metrics such as conversion rate, click-through rate, stop rate, registration completion, checkout abandonment, ARPU and subscriber lifetime value
- Influencing and aligning stakeholders across Product, Editorial, Subscriptions, Commercial and Data teams to ensure successful monetisation initiatives and subscription growth strategies

Experience
- Proven experience in subscription, monetisation, growth product or conversion optimisation roles with measurable impact on revenue, subscriber growth and business performance
- Ideally experience with Zephr and Zuora or similar subscription and paywall platforms such as Piano
- Strong commercial awareness and financial literacy, connecting product decisions to subscription economics and business outcomes
- Hands-on experience with experimentation frameworks and A/B testing including hypothesis development, prioritisation and result interpretation
- Strong analytical skills using data and customer insights to drive decision making and roadmap prioritisation
- Excellent communication and stakeholder management skills in technical and data-rich environments
- Experience working with subscription platforms, paywall technologies or customer journey orchestration tools

About you
- Self-starting attitude with high ownership, initiative and accountability for business outcomes
- Demonstrated success in driving subscription growth, audience growth and monetisation performance through product-led initiatives
- Ability to work collaboratively across Product, Editorial, Commercial and Subscription teams in a matrix environment
- Familiarity with analytics and experimentation tools such as GA4, Looker, Tableau, Amplitude or Mixpanel is desirable
- Previous experience within sports, horse racing, gaming, betting or media industries is advantageous