Overview
We are seeking a senior commercial leader to lead and scale our iGaming vertical globally, with primary focus on the UK, Europe, and Australia. This role is responsible for defining and executing the enterprise strategy for the iGaming segment, driving sustainable B2B revenue growth, deepening strategic partnerships, and positioning the company as a leading fintech/payments provider to enterprise-level operators and platforms.
As the vertical lead, you will own the commercial vision, go-to-market strategy, and performance of the iGaming portfolio. You will work cross-functionally with Sales, Marketing, Product, Risk, and Compliance to deliver scalable, compliant, and high-impact outcomes across complex, regulated environments. This is a strategic leadership role with direct influence on revenue, product direction, and market positioning.
Key Responsibilities
Vertical Leadership & Strategy
- Define and execute the global commercial strategy for the iGaming vertical, aligned with company growth objectives.
- Own vertical revenue targets, pipeline health, and long-term market expansion plans across regulated jurisdictions (UK, EU, AU).
- Identify priority markets, segments, and enterprise accounts, developing clear account-based and region-specific growth plans.
- Represent the iGaming vertical internally and externally as a subject matter expert and strategic leader.
Enterprise Commercial Ownership
- Lead complex, high-value enterprise sales engagements from strategic prospecting through negotiation, contracting, and long-term partnership development.
- Build and maintain executive-level relationships with C-suite stakeholders across operators, platforms, aggregators, and ecosystem partners.
- Design and structure sophisticated commercial agreements that balance risk, compliance, scalability, and long-term value.
- Oversee major RFPs, strategic bids, and multi-market rollouts.
Go-to-Market & Cross-Functional Alignment
- Partner with Marketing to develop targeted, vertical-specific campaigns, thought leadership, and event strategies that drive enterprise pipeline.
- Collaborate with Product and Engineering to shape the roadmap based on market opportunity, regulatory requirements, and client feedback.
- Establish a structured “voice of the customer” program to influence innovation and maintain competitive differentiation.
- Work closely with Risk and Compliance teams to ensure commercial strategies align with regulatory expectations across jurisdictions.
Market & Regulatory Leadership
- Lead ongoing analysis of regulatory developments (e.g., UKGC, EU member state frameworks, AU requirements), competitor positioning, and industry trends.
- Translate market intelligence into actionable commercial strategy and product direction.
- Identify emerging opportunities within payments, fraud prevention, open banking, mobile payments, and alternative payment methods in regulated gambling.
Performance & Operational Excellence
- Build and refine a metrics-driven vertical performance framework, including pipeline forecasting, CAC efficiency, conversion metrics, and revenue growth targets.
- Optimise enterprise sales processes, tooling, and reporting to support scalability.
- Mentor and support sales team members working within the iGaming segment, fostering vertical expertise and high-performance culture.
- Continuously evaluate and test new channels, partnerships, and ecosystem integrations to accelerate market penetration.
Requirements
The type of leader we’d love to meet will bring:
- Extensive experience leading enterprise sales within the iGaming / Gambling sector, with a track record of owning and scaling a vertical or business unit.
- A strong background in payments or fintech infrastructure (e.g., PSPs, payment gateways, orchestration, mobile payments, open banking, fraud or risk solutions).
- Demonstrated success building and executing vertical-specific go-to-market strategies within regulated markets.
- Deep understanding of regulatory frameworks across UKGC, European jurisdictions, and Australia, and their commercial implications.
- Proven ability to manage complex, multi-stakeholder enterprise sales cycles and negotiate at C-level.
- Experience shaping product direction through structured customer feedback and market insight.
- Strategic thinker with strong commercial acumen and the ability to balance long-term vision with tactical execution.
- Confident, credible executive communicator capable of representing the company at industry events, partner meetings, and board-level discussions.
- Strong operational discipline, with expertise in CRM, forecasting, and data-driven decision-making.
- Leadership experience mentoring, guiding, or building high-performing commercial teams is highly desirable.
