Deputy Athletics Director - Revenue Generation and Brand Strategy/Chief Revenue Officer

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Department: Intercollegiate Athletics

Classification: Administrative Faculty

Job Category: Administrative or Professional Faculty

Job Type: Full-Time

Work Schedule: Full-time (1.0 FTE, 40 hrs/wk)

Location: Fairfax, VA

Workplace Type: On Site Required

Sponsorship Eligibility: Not eligible for visa sponsorship

Salary: Salary commensurate with education and experience

Criminal Background Check: Yes

About the Department:

George Mason Athletics unites communities by developing champions with a mission to inspire and transform lives through the power of sports. Mason Athletics serves 500 student-athletes in 22 NCAA Division I sports. We are a proud member of the Atlantic 10 Conference with over 20 Conference Championships, NCAA Championships in Women's Soccer and Men's Indoor Track, an NCAA Final Four appearance with Men's Basketball, and over 30 individual National Champions. We are student-focused, education-centered, and committed to providing transformational experiences for our student-athletes and staff. Our five priorities are Student-Athlete Experience, Competition, Resources, Storytelling & Engagement, and Championship Culture.

About the Position:

The Deputy Athletics Director for Revenue Generation and Brand Strategy/Chief Revenue Officer (CRO) provides strategic and operational leadership for all revenue-generating and external engagement functions within George Mason University Athletics. This executive position reports directly to the Director of Athletics and serves as a key member of the department's senior leadership team.

The position oversees core areas including ticketing, corporate sponsorships, multimedia rights, marketing and promotions, merchandising and licensing, communications, fan engagement, creative services, and media production. The role is responsible for developing and executing a comprehensive, data-informed revenue strategy that aligns with university goals and supports the long-term financial health and visibility of George Mason Athletics. A key component of this strategy involves cultivating innovative partnerships with campus departments and community stakeholders to expand reach, unlock new opportunities, and generate sustainable revenue growth, while continuously assessing return on investment (ROI) and key performance metrics to guide decision-making and optimize outcomes.

Leveraging analytics, pricing strategies, market insights, and local partnerships, the Deputy Athletics Director drives fan attendance, maximizes revenue, and enhances the overall fan experience. The position also provides visionary leadership in storytelling and brand development to strengthen the department's connection with students, alumni, donors, and the broader community, and to elevate the visibility and impact of George Mason Athletics.

Responsibilities:

Revenue Generation

• Serves as the department's Chief Revenue Officer, providing visionary leadership for all revenue-generating areas, including ticketing, corporate sponsorships, merchandising and licensing, and multimedia rights;
• Designs and executes a comprehensive, data-driven revenue strategy aligned with university goals and departmental priorities;
• Leverages pricing models, analytics tools, and market insights to maximize attendance, fan conversion, and ticket revenue across all sports;
• Cultivates innovative partnerships with university units, as well as local and regional organizations to expand reach and create new revenue opportunities; and
• Continuously assesses ROI and performance metrics to guide strategy, improve outcomes, and ensure financial growth and sustainability.

Storytelling and Fan Engagement

• Provides strategic direction and executive oversight for the external operations team - marketing, communications, creative services, promotions, and broadcast and media production - to strengthen brand identity and enhance community engagement;
• Spearheads compelling, integrated campaigns that showcase student-athlete achievements, team performance, and the institutional impact of ICA;
• Leads Northern Virginia's Team campaign, ensuring creation of innovative and creative content to assist with promotional, branding, and community efforts. Collaborates with the Sr. Deputy AD/Chief Operating Officer and key campus stakeholders-including University Branding and Communications, University Life, and Enrollment Management-to elevate athletics' visibility and align messaging with institutional priorities; and
• Fosters a high-performance culture of creativity, service excellence, and innovation within the external operations team.

Staff Leadership and Operational Oversight

• Leads and manages the department's external and revenue-generating teams, including personnel in ticketing, marketing, communications, licensing;
• Establishes and monitors key performance indicators (KPIs) to drive accountability, alignment, and continuous performance improvement;
• Analyzes operational data to drive efficiency, innovation, and measurable impact across all revenue functions; and
• Identifies and implements new technologies, digital tools, and cost-effective strategies to enhance performance and ensure long-term financial sustainability.

Sport Program Administration

• Provides executive oversight for assigned varsity sport programs, including supervision of head coaches and support for team operations, performance, and development;
• Monitors team budgets, recruiting, scheduling, travel, and NCAA compliance to ensure operational excellence;
• Facilitates cross-departmental collaboration to align support services with team needs and departmental objectives; and
• Advises the Director of Athletics on program strategy, personnel, budget, and overall evaluation.

Other Duties as Assigned by the Vice President/Director of Athletics as needed

• Contributes to the overall strategic leadership of the department and participate in university-wide initiatives and projects as requested.

Required Qualifications:

• Master's/Advanced degree in a relevant field (e.g., business, sports management, marketing, sales) or equivalent combination of education and progressively responsible experience;
• Minimum of seven (7) years of professional experience in revenue generation, external relations, fundraising, or business operations-preferably within a complex or athletics-focused environment;
• Proven track record of developing and executing strategic revenue plans, including experience with ticketing, sponsorships, fundraising, and multimedia rights;
• Demonstrated leadership experience in managing cross-functional teams and external partnerships (e.g., multimedia rights partners, sales teams, consultants);
• Demonstrated knowledge of and ability to adhere to NCAA, conference, and commonwealth rules and regulations;
• Excellent communication and interpersonal skills, with the ability to engage effectively with donors, sponsors, campus leadership, and community stakeholders;
• Strong analytical skills, including the ability to interpret and apply market data, financial projections, and ROI analysis to drive decision-making and revenue outcomes;
• Strong project management, decision-making, and problem-solving abilities, with a commitment to innovation and results-oriented leadership;
• Ability to work and manage relationships with diverse populations;
• Ability to work in a deadline-driven, high pressure environment;
• Ability to multi task and manage a series of projects in multiple external areas at once;
• High emotional intelligence and ability to manage key relationships with internal and external campus publics; and
• Proficiency with Microsoft Office Suite and familiarity with CRM, ticketing, fundraising, and marketing software systems.

Preferred Qualifications:

• Experience in NCAA Division I collegiate athletics administration or a similarly complex, externally-facing organization;
• Familiarity with NIL (Name, Image, Likeness) strategies and their integration into external and revenue functions;
• Demonstrated success in leading cross-campus or community partnerships to support strategic engagement or fundraising goals;
• Experience in data-driven pricing, customer segmentation, or revenue optimization technologies;
• Working knowledge of marketing, development, communications, ticket sales, and external operations within an athletics environment; and
• Ability to navigate a fast-paced, dynamic environment while managing competing priorities and advancing long-term strategic objectives.

Instructions to Applicants:

For full consideration, applicants must apply for Deputy Athletics Director - Revenue Generation and Brand Strategy/Chief Revenue Officer at https://jobs.gmu.edu/. Complete and submit the online application to include three professional references with contact information, and provide a Cover Letter/Letter of Intent with Resume for review.

Posting Open Date: August 15, 2025

For Full Consideration, Apply by: August 29, 2025

Open Until Filled: Yes