Director of Revenue

Black Pen Recruitment; Dubai; Hybrid; AED 918,000 - 1,542,000; Full time

Job summary

Black Pen Recruitment partners with a high-growth betting/fintech client to appoint a Director of Revenue who will own end-to-end revenue generation for the South African market.

You will set strategic direction, build and lead a commercial team, drive pricing and monetization, manage P&L, and collaborate with cross-functional partners to scale growth in a fast-paced, regulated environment.

Qualifications

• 8–10 years in revenue leadership or related roles, with iGaming or fintech experience.
• Bachelor's degree in Business, Finance, Economics; MBA preferred.
• Proven track record hitting revenue and margin targets in the South African market.
• Experience generating USD 50M+ GGR annually.
• Strong understanding of betting economics, yield management and pricing.
• Proficient with analytics tools and CRM platforms.
• Experience launching products in the South African gaming market.

Responsibilities

• Develop and execute a commercial revenue strategy for South Africa.
• Define revenue targets, pricing models, and margins.
• Present business cases and performance updates to the Executive Committee and Board.
• Own full P&L accountability and drive top-line growth.
• Monitor KPIs and adjust actions for the SA market.
• Partner with Finance to build rolling forecasts and budgets.
• Build and scale Sales & Account Management for SA market.
• Design dynamic odds and margin structures for the SA market.
• Launch new markets, products and partnerships in South Africa.
• Coordinate with Compliance on licensing requirements.
• Collaborate with Marketing for acquisition campaigns and retention.
• Work with Analytics to translate data insights into revenue actions.

Skills

Revenue leadership

P&L management

Forecasting

Negotiation

Stakeholder presentation

Leadership

Education

Bachelor's degree in Business/Finance/Economics

MBA or advanced degree

Tools

SQL

Tableau/Looker

CRM platforms

Job description

Our client believes in the power of Virtual Advancementleveraging digital innovation and strategic foresight to help businesses excel in a rapidly evolving world. With a focus on agility and adaptability they work alongside organisations to simplify complexity enhance operations and implement strategies that foster long-term success.

Their team partners with startups SMEs and large enterprises across various industries enabling clients to harness technology data and strategic insight to gain sustainable competitive advantage. From expanding into new markets to building resilient financial roadmaps our client serves as a trusted advisor committed to creating meaningful impact Whether the goal is operational optimisation or future-focused growth our client delivers the clarity and capability needed to navigate change and lead with confidence

Role Overview

The Director of Revenue will own end-to-end revenue generation for our clients betting business specifically within the South African market. You will set the strategic direction build and lead a high-performing commercial team and work cross-functionally to optimize customer acquisition retention pricing and monetization with a deep understanding of local market dynamics regulatory landscape and consumer behavior.

Job Type: Full-time/Permanent

Location: Malta or Thailand

Workplace: Hybrid

Relocation Package: (For Malta or Thailand: Full accommodation Flight tickets Other expenses)

Requirements

• Minimum 8 - 10 years in revenue leadership sales management or commercial roles within iGaming sports betting online gaming or fintech.
• Bachelors degree in Business Finance Economics or related field. MBA or advanced degree is a plus.
• Mandatory: Demonstrated success growing P&L and proven track record of hitting ambitious revenue and margin targets specifically within the South African market.
• Must have managed or led a project/product line generating at least USD 50 million in Gross Gaming Revenue (GGR) annually.
• Deep understanding of betting economics: odds compilation margin setting yield management.
• Strong financial acumen: P&L management forecasting budgeting and KPI dashboards.
• Proficiency with analytics tools (SQL Tableau/Looker) and CRM platforms.
• Extensive experience operating in and launching products within the South African gaming market is essential.
• Background in crypto-enabled wagering or blockchain-based gaming products is a plus.
• Fluent English mandatory additional South African official languages (e.g. Afrikaans Zulu Xhosa) an asset.
• Exceptional people leaderexperience scaling and coaching cross-cultural teams.
• Excellent communicator with C-suite exposure; comfortable presenting to senior stakeholders.
• Strategic thinker with a data-driven results-oriented mindset.
• Ability to thrive in a fast-paced ambiguous environment; agile and adaptable.
• Strong negotiation skills and commercial instinct.

Responsibilities

Strategic Leadership:

• Develop and execute a comprehensive commercial revenue strategy aligned to corporate objectives and tailored for the South African market.
• Define revenue targets pricing models and product-level margin goals for South Africa.
• Present business cases and performance updates to the Executive Committee and Board.

P&L & Financial Management:

• Own full P&L accountability for South Africadrive top-line growth while maintaining profitability.
• Monitor KPIs (ARPU CLV CAC churn yield) and implement corrective actions specific to the South African market.
• Partner with Finance to build rolling forecasts annual budgets and quarterly reforecasts for South Africa.

Sales & Account Management:

• Build mentor and scale a Sales & Account Management function covering key segments in South Africa (affiliates VIP/High-Value Players B2B partners).
• Set clear targets compensation plans and performance metrics for all commercial teams in South Africa.

Pricing & Yield Optimization:

• Design dynamic odds and margin structures based on the South African market event type and customer segment.
• Implement data-driven pricing models (e.g. yield management real-time odds) to maximize revenue in South Africa.
• Partner with Trading/Analytics to refine pricing algorithms and A/B test new approaches for the South African market.

Go-to-Market & Product Partnerships:

• Collaborate with Product Marketing and Operations to launch new markets products and features relevant to South Africa.
• Identify and negotiate commercial partnerships (platform integrations co-marketing alliances) within South Africa.
• Coordinate with Compliance/Legal on licensing requirements in South African jurisdictions.

Cross-Functional Collaboration:

• Work closely with Marketing to drive acquisition campaigns influencer programs and retention initiatives in South Africa.
• Align with Customer Support and CRM on lifecycle communications reactivation and VIP servicing for South African customers.
• Partner with Analytics to translate data insights into actionable revenue-generating initiatives for the South African market.

Benefits

• Lead revenue strategy for a high-growth innovative betting platform in the exciting South African market.
• Opportunity to build and shape the commercial organization in South Africa from the ground up.
• Competitive compensation equity participation and global career development.