Product Manager | Subscription conversion

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, Pickswise, myracing and Free Super Tips, as well as the international marketing agency ICS-digital and ICS-translate. Together, we partner with leading operators, affiliates and media groups to power growth and engagement across the industry.

The Subscription Product Manager is responsible for owning and optimising the end-to-end subscription conversion ecosystem for the Racing Post. This role will drive subscriber growth by designing, implementing and continuously improving the 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 the optimisation of registration flows, paywall logic, customer segmentation, pricing and experimentation to deliver measurable improvements in conversion, revenue and customer lifetime value.

You will act as a strong advocate for data-driven decision making and experimentation, using platforms such as Zephr and Zuora to build a highly analytical, customer-focused and commercially impactful subscription experience.

Responsibities:

• Subscription journey ownership: Own the product experience that supports subscription conversion, from anonymous user through registration, paywall interaction, checkout and billing submission.
• Paywall strategy & orchestration: Manage and configure metered, hard and dynamic paywalls using Zephr, leveraging audience segmentation, behavioural triggers and content engagement signals to maximise conversion performance.
• Audience segmentation & personalisation: Develop and refine customer segmentation strategies to deliver personalised paywall experiences, offers and messaging across Racing Post’s defined audience cohorts.
• Experimentation & conversion optimisation: Design and execute a high-frequency experimentation programme across paywall copy, creative, messaging, funnel flows, pricing and offer presentation to minimise drop-off and improve conversion rates.
• Offer & pricing management: Collaborate with the Subscription Manager to deploy promotional pricing, introductory offers, seasonal campaigns and bundle strategies, ensuring alignment with broader subscription and revenue goals.
• Platform integration & performance: Work closely with Product and Engineering teams to ensure paywall and subscription infrastructure load efficiently, integrate cleanly across web and app environments, and maintain strong SEO and page performance standards.
• Data & commercial analysis: Monitor and analyse key metrics including conversion rate (CVR), click-through rate (CTR), stop rate, registration completion, checkout abandonment, ARPU and subscriber lifetime value. Use insights to drive prioritisation and roadmap decisions.
• Cross-functional facilitator: Influence and align stakeholders across Product, Editorial, Subscriptions, Commercial and Data teams to ensure successful execution of monetisation initiatives and subscription growth strategies.

Requirements

• Proven experience in a subscription, monetisation, growth product or conversion optimisation role, demonstrating measurable impact on revenue, subscriber growth and business performance. Ideally experience with Zephr, Zuora.
• Strong commercial awareness and financial literacy, with the ability to connect product decisions to subscription economics, customer lifetime value and business outcomes.
• Demonstrated success in driving subscription growth, audience growth and monetisation performance through product-led initiatives.
• Hands-on experience with experimentation frameworks and A/B testing, including hypothesis development, prioritisation and interpretation of results.
• Strong analytical capability, with experience using data and customer insights to drive decision making and roadmap prioritisation.
• Excellent communication and stakeholder management skills, with experience working in technical and data-rich environments across multiple teams.
• Experience working with subscription platforms, paywall technologies or customer journey orchestration tools.
• Self-starting attitude with a high degree of ownership, initiative and accountability for business outcomes.

Desirable:

• If not experience with Zephr/ Zuora then Piano or similar subscription and paywall platforms.
• Previous experience operating within the sports, horse racing, gaming, betting or media industry.
• Experience working closely with Editorial, Commercial and Subscription teams in a matrix environment.
• Familiarity with analytics and experimentation tools such as GA4, Looker, Tableau, Amplitude or Mixpanel.

Benefits

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