Business Development Manager, Systems

LNW Gaming, Inc.(KAC); United States; Remote; USD 110,000 - 130,000; Full time

Benefits offered by this job

Healthcare

Dental

Vision

Paid time off

Generous 401(k) plan

Tuition assistance

Job summary

Light & Wonder, Inc. is seeking a Business Development Manager to drive new revenues in the North American Systems segment.

You will hunt for opportunities, build executive relationships, and convert prospects into customers across hardware, software, services, and recurring revenue offerings. The role requires extensive travel, strategic account planning, and collaboration with cross‑functional teams to shape product roadmaps and go‑to‑market strategies.

Qualifications

• Bachelor’s degree or equivalent professional experience in a related discipline.
• Significant experience in enterprise business development or new-logo acquisition.
• Proven success originating and closing opportunities, not just servicing existing accounts.
• Experience managing long, complex sales cycles with multiple stakeholders.
• Ability to engage with senior executives and procurement teams.
• Strong negotiation, financial acumen, and strategic account planning.
• Knowledge of hardware, software, services, subscriptions, and recurring revenue models.
• Willingness to travel extensively across North America.

Responsibilities

• Develop new customer relationships and expand access to decision-makers.
• Identify competitive replacement opportunities and displace incumbents.
• Increase penetration of Systems products and solutions.
• Create demand for integrated hardware, software, services, and recurring offerings.
• Lead opportunities from prospecting to close with executive-level engagement.
• Coordinate with Product Management and Commercial teams to align on market needs.

Skills

Territory development

Consultative selling

Executive relationship building

Forecasting & pipeline

Travel readiness

Cross-functional collaboration

Education

Bachelor’s degree in business/marketing/technology/gaming

Tools

CRM systems

Presentation tools

Job description

Gaming: Welcome to the world of land-based gaming. At Light & Wonder, it’s all about the games, and our Gaming team builds cutting-edge technology, products, and content for the most iconic casinos and operators across the globe.

Position Summary

The Mission: The Business Development Manager will be a key member of the North American Systems commercial team. This is a true hunting role responsible for identifying, developing, and winning new revenue opportunities across an assigned territory. The role will focus on competitive conversions, new customer acquisition, product penetration, and the expansion of Light & Wonder’s Systems hardware, software, services, and recurring-revenue solutions. The successful candidate will be highly visible in the market and spend significant time meeting customers in person, understanding their operational priorities, demonstrating differentiated value, and advancing complex opportunities from initial engagement through contract execution. This role is designed for a commercially driven, resilient business‑development professional who enjoys opening doors, building executive relationships, creating opportunities where none previously existed, and competing to win.

Job Summary

• Develop new customer relationships and expand Light & Wonder’s access to decision‑makers and influencers.
• Identify competitive replacement opportunities and create strategies to displace incumbent providers.
• Increase penetration of priority Systems products and solutions.
• Create demand for integrated hardware, software, services, and recurring‑revenue offerings.
• Lead opportunities from prospecting and discovery through solution development, negotiation, and close.
• Represent the voice of the market to Product Management, Commercial Strategy, Client Services, and other internal partners.

Essential Job Functions

• New Business Development Build and maintain a territory strategy focused on new customers, competitive conversions, underpenetrated accounts, and priority market opportunities. Proactively identify and pursue prospects rather than relying primarily on inbound leads or established customer demand. Develop relationships with senior customer leaders, operational decision‑makers, technology stakeholders, and other key influencers.
• Consultative and Value‑Based Selling Develop a detailed understanding of each prospective customer’s operating model, business priorities, technology environment, challenges, and decision criteria. Translate customer needs into an integrated Light & Wonder Systems value proposition. Conduct executive‑level presentations, discovery sessions, product demonstrations, workshops, and commercial discussions.
• Pipeline Creation and Opportunity Management Build and maintain a healthy pipeline sufficient to achieve assigned revenue and booking targets. Establish clear milestones and mutual action plans for complex sales opportunities. Provide accurate forecasts and communicate changes, risks, or barriers early.
• Competitive Conversion Develop an informed understanding of competitive products, commercial models, customer relationships, strengths, and vulnerabilities. Build competitive displacement strategies that address both the business case for change and the customer’s implementation risk. Partner with internal teams to create effective migration, implementation, and adoption plans for customers moving from incumbent platforms.
• Cross‑Functional Commercial Leadership Partner with Product Management, Commercial Strategy, Sales Engineering, Client Services, Operations, Finance, Legal, and other stakeholders to develop customer solutions. Bring customer and market insight into product‑roadmap and portfolio discussions. Coordinate internal resources around priority pursuits and establish clear ownership of deliverables.
• Territory and Market Development Monitor relevant market developments, competitor activity, customer investments, and regulatory or technology trends. Develop and maintain a structured territory plan that identifies priority accounts, whitespace opportunities, relationship gaps, and revenue potential. Participate in industry conferences, customer events, demonstrations, and networking opportunities.
• Commercial Governance Develop commercially sound opportunities that balance growth, customer value, delivery risk, and profitability. Operate with high integrity in a regulated gaming environment.

Qualifications

• Bachelor’s degree in business, marketing, technology, hospitality, gaming, or a related discipline, or equivalent professional experience.
• Significant experience in enterprise business development, complex solution sales, or new‑logo acquisition.
• Demonstrated success originating and closing opportunities rather than primarily servicing an established account base.
• Experience managing long, complex sales cycles involving multiple customer and internal stakeholders.
• Ability to establish credibility with senior executives, operational leaders, technology stakeholders, procurement teams, and other decision‑makers.
• Strong commercial judgment, negotiation capability, and financial acumen.
• Experience developing account strategies, opportunity plans, business cases, and executive presentations.
• Ability to communicate the value of a portfolio that may include hardware, software, services, subscriptions, and recurring‑revenue solutions.
• Strong pipeline‑management and forecasting discipline.
• Willingness and ability to travel extensively throughout North America, frequently and with limited notice when required.
• Ability to operate independently in a field‑based environment while remaining closely connected to a cross‑functional organization.
• Valid driver’s license and ability to satisfy applicable customer‑site and gaming‑licensing requirements.

Preferred Qualifications

• Experience in casino systems, gaming technology, hospitality technology, enterprise software, payments, loyalty, analytics, or another complex regulated technology sector.
• Existing relationships with casino operators, tribal gaming organizations, commercial gaming operators, or related industry stakeholders.
• Experience selling technology platforms or solutions that are integrated into mission‑critical customer operations.
• Track record of competitive displacement, greenfield sales, or significant product penetration.
• Familiarity with casino operations, player loyalty, bonusing, analytics, casino accounting, customer engagement, or systems integration.
• Experience selling a combination of capital products and recurring software or services.
• Understanding of SaaS, cloud‑based delivery, subscription offerings, or technology modernization.
• Experience working effectively across product, engineering, services, finance, contracts, and executive leadership teams.

Work Conditions

This is a field‑oriented position requiring frequent and extensive travel, expected to be approximately 60% to 75%, depending on territory needs and customer activity. Candidates should evaluate the travel expectations carefully. This is not primarily a home‑office selling position. Consistent in‑person customer engagement is fundamental to success.

Salary

The targeted base pay range for this role is $110,000 - $130,000. The total compensation package for this position may also include applicable incentive compensation, such as an annual performance bonus. Actual compensation packages are based on several factors that are unique to each candidate, including but not limited to skill set, depth of experience, specific work geography, as well as internal equity and alignment with market data.

Benefits

• Healthcare
• Dental
• Vision
• Paid time off
• Generous 401(k) plan
• Tuition assistance
• And much more

Equal Opportunity

Light & Wonder is an Equal Opportunity Employer and does not discriminate against applicants due to race, color, sex, age, national origin, religion, sexual orientation, gender identity, status as a veteran, and basis of disability or any other federal, state or local protected class. If you’d like more information about your equal employment opportunity rights as an applicant under the law, please click here for EEOC Poster.

Light & Wonder, Inc. is the leading cross‑platform global games company. Through our three unique, yet highly complementary businesses, we deliver unforgettable experiences by combining the exceptional talents of our 7,000+ member team, with a deep understanding of our customers and players. We create immersive content that forges lasting connections with players, wherever they choose to engage. At Light & Wonder, it’s all about the games. The Company is committed to the highest standards of integrity, from promoting player responsibility to implementing sustainable practices.

To review our applicant data use practices, please visit: https://explore.lnw.com/careers/data-privacy/

At Light & Wonder, your safety is our top priority, and we want to alert you to an increase in fraudulent job postings. These scams often use a company’s name and branding to lure applicants into providing sensitive information or paying fees. To protect yourself: Use trusted job platforms: Only apply for jobs through reputable job platforms and our official company career site www.lnw.com/careers Be cautious of requests for money: Light & Wonder will never ask you to send money or pay any fees in connection with a job offer. If you encounter a job posting that seems suspicious or receive communication requesting payment, please report it to us immediately at [e-mail] Please stay vigilant and protect yourself from potential scams. If anyone claiming to represent Light & Wonder asks for payment, report it to us promptly.