Business Development Manager – iGaming

This is a fully remote position, open to applicants in Europe.

📋 Description

• Create and implement the go-to-market strategy for the iGaming sector across the EU and UK.

• Perform market analysis, positioning, and execute sales initiatives.

• Identify, target, and secure new clients, with an emphasis on iGaming operators and major industry stakeholders.

• Manage the complete sales process for key accounts, from outreach and discovery to negotiation, closing, and transition.

• Develop and oversee the sales pipeline, meet revenue objectives, and pinpoint long-term growth prospects.

• Establish connections with compliance, fraud, risk, operations, and technology decision-makers.

• Collaborate with Product, Marketing, Solutions Engineering, and other teams to refine offerings and market entry strategies.

• Serve as an internal expert on the iGaming industry, providing insights on market trends, regulations, customers, and competitors.

• Represent Sumsub at iGaming conferences and industry gatherings.

• Contribute to sales enablement, marketing initiatives, and industry-related content creation.

• Maintain precise CRM pipeline records and offer regular updates on sales performance and market opportunities.

• Report directly to the VP of Sales and work closely with the Global Head of iGaming.

⛳️ Requirements

• Over 5 years of experience in B2B SaaS sales or business development, preferably in the iGaming or Gaming sectors.

• Proven experience in selling to iGaming operators.

• Strong knowledge of the iGaming markets in the EU and UK.

• A demonstrated history of successfully closing complex B2B transactions, managing strategic accounts, and consistently meeting revenue goals.

• In-depth understanding of the iGaming regulatory environment, licensing standards, and compliance requirements, including KYC, AML, age verification, and responsible gambling.

• Familiarity with compliance onboarding, fraud prevention, and identity verification solutions is a significant advantage.

• Capability to craft and implement go-to-market strategies and discover new growth avenues.

• Experience collaborating across Product, Marketing, and technical departments.

• Strong analytical abilities and market research expertise.

• Excellent communication, presentation, and negotiation skills.

• Comfortable representing the organization at industry events.

• Willingness to travel as necessary, approximately two trips per quarter.

🏝️ Benefits

• Remote-first, trust-driven culture with no mandatory office days or attendance monitoring.

• Option to work from home, an office, or a coworking space when available.

• Flexible working hours; no fixed 9-to-5 schedule.

• Birthday holiday.

• 10 personal days each year.

• Seven sick days without documentation.

• Additional time off during the Christmas and New Year period.

• Role-specific learning opportunities and coverage for industry events.

• Financial bonuses for marriage and the arrival of a new baby.

• Fully funded team offsite trips multiple times a year.

• Provision of tools and hardware necessary for the role.

• Commitment to equal opportunity, fostering a diverse and inclusive workplace.