Commercial Partnerships Lead (Contractor)

1. CONTEXT

ChildFund Rugby is World Rugby’s global Social Impact Partner with designated rights across Rugby World Cup 2027 and 2029.

Following completion of formal commercial valuation and packaging architecture developed by sector specialists, ChildFund Rugby now seeks a senior commercial partnerships professional to execute deliberate commercial growth.

The role is to:

Take a defined commercial product to market.

Build and manage a disciplined, value-aligned pipeline.

Engage senior brand decision-makers.

Convert multi-year commercial partnerships aligned to agreed valuation parameters.

This is not a strategy development or advisory role. Commercial architecture, pricing guardrails and core sales materials will be established prior to appointment.

This is an accountable, revenue-generating mandate focused on execution and negotiation in the lead-up to Rugby World Cup 2027.

ChildFund Rugby’s Sport for Development products are proven, with signed commercial agreements, including multi-year partnerships, and active brand discussions already underway. The Commercial Partnerships Lead will step into a commercially primed environment, leveraging established delivery capability, World Rugby designation and the Rugby World Cup 2027 market window to translate existing momentum into scaled, contracted revenue.

2. PURPOSE OF THE ROLE 

To lead and execute the commercial go-to-market strategy for ChildFund Rugby, securing multi-year commercial investment aligned to:

Agreed valuation thresholds.

Defined partnership tier architecture.

Category and exclusivity assumptions.

Governance requirements within the ChildFund Rugby and World Rugby ecosystem.

The appointed individual will:

Own active pipeline development and prioritisation.

Drive structured negotiations through to close.

Provide disciplined forecasting and reporting.

Operate within agreed pricing floors and commercial guardrails.

3. SCOPE OF SERVICES

A. Market Engagement and Prospecting

Building on the category strategy and named prospect universe developed during the Commercial Strategy phase, the Commercial Partnerships Lead will:

Refine and prioritise named brand targets.

Develop relationship mapping and outreach sequencing.

Initiate and lead outreach to senior decision-makers.

Secure and progress structured commercial meetings.

Qualify prospects against agreed criteria.

The role is responsible for activation and conversion, not redesign of commercial architecture.

B. Pipeline Development and Management

Establish and maintain a transparent pipeline tracker.

Define clear stages, probabilities and revenue forecasts.

Ensure qualification criteria are consistently applied.

Provide monthly written pipeline updates.

Align weekly with ChildFund Rugby leadership on progress, risks and prioritisation.

Escalate structural barriers early.

A qualified prospect is defined as:

Confirmed category fit.

Senior decision-maker engagement achieved.

Budget authority or influence identified.

Confirmed interest in a specific Sport for Development product offering.

C. Commercial Leadership and Negotiation

Lead commercial conversations at CMO, Brand Director and CSR Director level, engaging Co-Directors as needed.

Tailor proposals within agreed packaging architecture.

Develop bespoke partnership concepts where required, within defined guardrails.

Lead commercial structuring, value trade-offs and negotiation strategy.

Protect minimum pricing thresholds unless formally approved by ChildFund Rugby leadership.

The Commercial Partnerships Lead may refine presentation and emphasis but may not materially alter valuation floors, tier structure or exclusivity positioning without approval.

D. Conversion and Deal Closure

Drive prospects through internal approval cycles.

Support term sheet development and contract negotiation.

Secure signed multi-year partnership agreements.

Ensure agreements reflect approved asset allocation and delivery assumptions.

E. Governance & Alignment

Operate in alignment with ChildFund Australia’s Corporate Engagement Policy.

Respect World Rugby rights, category protections and exclusivity structures.

Avoid duplication or confusion within the rights-holder ecosystem.

Escalate potential conflicts or sensitivities proactively.

Handover leads interested in supporting broader ChildFund business where appropriate.

4. DELIVERABLES & MILESTONES

Within first 90 days:

Building on the named prospect universe developed during the Commercial Strategy phase:

15–20 qualified prospects progressed into active commercial pipeline stages, each meeting agreed qualification criteria and evidence.

Minimum 5 prospects in structured commercial conversations.

At least 2 progressed opportunities (budget discussion or concept refinement stage).

Within 6 months:

Minimum 1 late-stage negotiation underway.

Demonstrable pipeline depth and progression supporting a credible revenue conversion pathway aligned to agreed valuation thresholds.

Within 12 months:

At least one signed multi-year commercial partnership agreement.

Minimum two additional prospects in late-stage negotiation.

Combined value of signed and late-stage negotiations demonstrating a credible and evidenced pathway toward achieving the AUD 1.8 million base revenue target.

5. PROFILE REQUIRED

The successful individual must demonstrate:

Proven track record securing multi-year commercial partnerships at six- and seven-figure levels.

Direct access to senior brand decision-makers.

Experience selling rights-adjacent or impact-led propositions.

Comfort operating within complex governance ecosystems.

Strong commercial structuring and pricing discipline.

Disciplined pipeline forecasting and reporting capability.

Desirable:

Experience within rugby or comparable global sports ecosystems.

Experience operating alongside valuation or commercial strategy advisors.

Demonstrated understanding of impact-led commercial positioning.

6. ENGAGEMENT MODEL

Structure:

The Commercial Partnerships Lead will be engaged on a fractional contract basis combining:

A monthly retainer, reflecting defined days per month and active pipeline management.

A revenue share on signed commercial agreements directly secured through their engagement.

Applicants are required to propose:

Expected retainer level and indicative days per month.

Proposed revenue share percentage applied to signed and contracted revenue.

Engagement Phasing:

Given the proximity to Rugby World Cup 2027 and 2026 brand planning cycles:

April–June 2026 will require increased intensity and higher day allocation.

Engagement levels may adjust after June based on pipeline progression and negotiation depth.

Principles:

Clear attribution rules and payment timing will be agreed in writing prior to commencement.

Engagement initially 6 months (April–September 2026), renewable based on performance.

7. SUCCESS CRITERIA

Success will be measured by the Commercial Partnerships Lead’s ability to secure credible commercial positioning ahead of Rugby World Cup 2027 and convert that positioning into contracted revenue.

Success is defined by:

Establishing meaningful market traction within 2026 brand planning cycles ahead of Rugby World Cup 2027.

Building and progressing a qualified pipeline aligned to agreed category strategy and valuation thresholds.

Securing senior-level brand engagement with decision-makers holding budget authority.

Advancing prospects into structured and advanced commercial discussions within defined timelines.

Converting negotiations into signed multi-year commercial partnerships.

Demonstrating a credible and evidenced pathway toward achieving base revenue targets.

Maintaining pricing discipline and adherence to agreed commercial guardrails.

Representing ChildFund Rugby professionally within the rugby and global rights-holder ecosystem.

Activity alone does not constitute success. Pipeline volume without progression, or engagement without conversion potential, will not meet the mandate.

8. WHAT THIS IS NOT

Not a commercial strategy design mandate.

Not a creative or campaign agency role.

Not a sponsorship broker operating without ownership of pipeline progression.

Not a commission-only speculative arrangement.

Not an opportunity to redesign agreed valuation, pricing floors or tier architecture.

This is a senior, accountable commercial execution role focused on converting a defined Sport for Development commercial proposition, positioned within the broader Rugby World Cup 2027 market context, into multi-year contracted revenue.