Head of Business Development

Team: iGaming Location: Remote Employment type: FullTime

We are looking for a results-driven Head of Business Development with a strong background in the iGaming B2B sector, specifically within game providers or aggregators. The role focuses on expanding content distribution through strategic aggregator partnerships, entering new markets, and driving revenue growth.

This is a hands-on leadership opportunity for someone who can establish commercial processes from the ground up, leverage existing industry relationships, and manage the entire partnership lifecycle from initial outreach to successful game launches.

Responsibilities

• Drive international business expansion by securing new aggregator partnerships and increasing game distribution across their operator networks, with direct operator deals as a secondary priority
• Identify and engage prospective partners across Tier-1 markets, Latin America, and Europe, evaluating opportunities based on commercial potential, market fit, and distribution reach
• Manage the complete business development cycle, from prospecting and qualification to commercial negotiations, contract execution, technical integration, and go-live
• Build relationships with decision-makers at aggregator and operator companies, conduct discovery meetings, present the game portfolio, and negotiate revenue-sharing agreements
• Develop compelling commercial proposals using game characteristics and performance indicators, including RTP, volatility, themes, retention, and average bet
• Establish and maintain an effective CRM and sales pipeline framework, ensuring accurate opportunity tracking, structured follow-ups, and reliable revenue forecasts
• Identify and engage potential aggregator and operator partners through targeted outreach, industry networking, and participation in major events such as SiGMA, ICE, and iGB
• Work closely with Product, Compliance, and Integration teams to facilitate partner onboarding, resolve licensing or technical challenges, and accelerate content launches
• Share market insights with Product teams, including competitor performance, portfolio opportunities, localization requirements, and regional player preferences
• Take ownership of partner-generated GGR, monitor commercial performance, and provide the CEO with weekly pipeline updates, monthly revenue reports by partner and market, and quarterly forecasts for signings, launches, and GGR
• Identify potential commercial or operational obstacles early and escalate critical issues directly to the CEO to avoid delays

Requirements

• 2+ years of business development experience within an iGaming game provider or aggregator — mandatory
• Strong understanding of the B2B game distribution ecosystem, including aggregator-led sales models, RGS and integration processes, licensing, certification, and revenue-sharing structures
• Established professional relationships with aggregators and operators across Tier-1 markets, Europe, and Latin America, with a particularly strong network on the aggregator side
• Demonstrated success in bringing gaming content to market through aggregator partnerships
• Proven ability to build new business opportunities through outbound prospecting, cold outreach, LinkedIn campaigns, and industry networking, including events such as SiGMA, ICE, and iGB
• Good understanding of ICP development, lead qualification, and B2B sales funnels, with the ability to prioritize high-impact aggregator partnerships over individual operator deals
• Confident in managing commercial discussions with mid-level and C-level stakeholders, from initial discovery to negotiating partnership terms and revenue-sharing models
• Entrepreneurial approach and the ability to establish business development processes, CRM workflows, and sales pipelines from scratch
• Analytical mindset with an understanding of iGaming performance metrics, including RTP, volatility, player retention, and average bet, and the ability to translate these insights into effective commercial presentations
• Experience working with CRM platforms, maintaining accurate records, managing follow-ups, and monitoring deal progression
• Upper-Intermediate (B2) to Advanced (C1) English, with strong communication and negotiation skills
• Persistence and adaptability when dealing with complex negotiations, extended integration timelines, and unsuccessful sales opportunities
• Availability for international business travel, including industry conferences and partner meetings

What's in it for you

• Fully remote work with the flexibility to work from anywhere in the world
• 20 working days of paid annual leave and 15 working days of paid sick leave
• Public holidays
• Opportunity to make a direct impact on international expansion and commercial growth
• Room for professional development and career progression as the business scales
• Open and collaborative working environment that encourages feedback, initiative, and recognition of individual contributions