Key Account Manager

White Hat Studios; United States; Remote; USD 100,000 - 150,000; Full time

Benefits offered by this job

Remote work

Flexible schedule

Discretionary annual bonus

Training & development

Hardware & software allowance

Job summary

White Hat Studios is seeking an experienced Key Account Manager to own and grow relationships with our top US operators. This fully remote role requires quarterly US travel and a proven track record in high-value B2B sales.

You will lead strategic account plans, drive revenue growth, and negotiate terms with senior stakeholders, while coordinating cross-functionally to deliver customer value. English proficiency is essential.

Qualifications

• Proven experience in key account management (4+ years) with high-value accounts.
• Strong ability to grow revenue and meet commercial targets.
• Excellent negotiation skills and experience leading contract discussions.
• Customer-first mindset; confident presenting to senior/C-level stakeholders.
• Fluent English written and spoken; data-driven decision making.

Responsibilities

• Take ownership of WHS’s key strategic operator accounts as senior contact.
• Build relationships across all levels, from ops to C‑suite.
• Create and own strategic account plans with 12–24 month targets.
• Drive revenue growth; report on performance, forecasts and pipeline.
• Lead negotiations: renewals, terms, exclusives, branded deals.
• Identify upsell/cross-sell opportunities (new games, launches, partnerships).
• Collaborate with operators on marketing plans to boost visibility.
• Run quarterly business reviews with senior stakeholders and share insights.
• Be the voice of the customer internally with Product, Studio, Marketing, Compliance, Ops.
• Manage risks to protect long-term relationships.
• Mentor Account Managers and raise team standards.
• Travel to US locations and trade shows to represent WHS.

Skills

Key account management

B2B sales

Negotiation

Stakeholder management

English communication

Data analysis

Cross-functional collaboration

Travel readiness

Tools

Power BI

Tableau

Metabase

Excel

Job description

In Summary:

Want to be at the forefront of continuing our growth in the US while being part of a fun and exciting team? We are looking for an experienced, commercially driven Key Account Manager to own and grow our relationships with our most strategic US operators. Travelling to the best cities in the US and working with the biggest operators in the market.

This is an amazing opportunity to join an ever-growing company where you will play a pivotal role in shaping how our largest US customers grow with WHS, and in driving a significant share of our commercial revenue.

This role reports to the Head of Account Management and is fully remote.

Your day to day:

• Take full ownership of a portfolio of WHS’s key strategic operator accounts, acting as the senior point of contact and trusted partner for each.
• Build and maintain relationships at every level of the customer organisation, from operational teams through to senior and C-level stakeholders.
• Develop and own strategic account plans for each key account, setting clear revenue targets, growth objectives and actions over a 12–24 month horizon.
• Be accountable for revenue growth across your portfolio, reporting regularly on performance, forecasts and pipeline.
• Lead commercial negotiations with key operators, including contract renewals, commercial terms, exclusives, and bespoke and branded game deals.
• Identify and drive upsell and cross-sell opportunities, such as new games, verticals, state launches and promotional partnerships.
• Work with operators on joint marketing and promotional plans that maximise product visibility, placement and performance in their lobbies.
• Organise and lead quarterly business reviews with senior customer stakeholders, presenting performance insights, market trends and growth plans.
• Act as the voice of the customer internally, working cross-functionally with Product, Studio, Marketing, Compliance and Operations to prioritise and deliver what key accounts need.
• Anticipate and manage risks within your accounts, resolving issues quickly to protect long-term relationships.
• Mentor and support Account Managers, sharing best practice and helping raise standards across the Account Management team.
• Travel to customer locations and attend industry trade shows and events, to represent White Hat Studios in front of clients, partners, competition and regulators.

What we are looking for:

• Proven experience in key account management, account management or B2B sales (ideally 4+ years), with a track record of managing high-value accounts.
• Demonstrable success in growing revenue and meeting or exceeding commercial targets.
• Strong negotiation skills, with experience leading contract and commercial discussions.
• A natural relationship builder with a customer-first approach, confident leading customer meetings and presenting to senior and C-level stakeholders.
• Strong written and verbal communication skills in English.
• A strategic, commercially sharp and data-driven thinker who can analyse performance, identify growth opportunities and use data and market insights to guide decisions and account plans.
• Experience using BI tools such as Power BI, Tableau or Metabase, alongside strong Excel and spreadsheet skills to analyse and interpret commercial data.
• A collaborative team player who supports others and can influence cross-functional teams without direct authority.
• An organised, proactive and self‑motivated approach, with the ability to work independently.
• Willingness to travel to the US at least quarterly and work around US customer time zones when required.
• An honest and trustworthy approach to working with customers and colleagues.

Nice to have

• Experience in the US iGaming market and an understanding of the different state regulations
• An existing network of contacts within US online casino and sportsbook operators
• Knowledge of RNG casino games and sportsbook
• Experience mentoring or coaching junior team members

How we approach things:

• Dynamic Medium-Sized Environment: We have a can-do ethos, where innovation is encouraged, and action is valued.
• Core Values at Heart: We live by Teamwork, Innovation, Trust, and Integrity in everything we do.
• Results-Oriented Focus: We prioritize getting things done while supporting each other to reach both collective and individual goals.
• Open Collaboration: Our open-door policy fosters collaboration across all levels and departments, where ideas flow freely.
• Global Team: We are truly a global team with people from various counties and cultures contributing to our success.

What we offer:

• A remote and flexible working schedule.
• Generous time off varied based on the country of residence.
• Discretionary annual performance bonus
• Training and other learning & development opportunities to support you through your career progression.
• Hardware & Software allowance or work equipment is provided to make sure you have all the right tools to get the job done.
• Various well-being programmes and initiatives.

We are an equal opportunities employer and welcome applications from all suitably qualified persons regardless of their race, gender, disability, religion/belief, sexual orientation, or age.

By submitting your application, you agree that we process your data in accordance with our privacy policy for themanagement of your candidature to any of the positions we offer.