Business Growth Manager (iGaming/Entertainment)

Black Pen Recruitment; Remote; ZAR 1 728 000 - 2 305 000; Full time

Job summary

A leading recruitment agency is seeking an experienced B2B Business Growth Manager to drive sales expansion in the iGaming sector. The role is remote and requires a minimum of 10–20 years of experience within the financial services sector, with a strong emphasis on consultative selling and relationship building. The ideal candidate will possess a deep understanding of blockchain technology and a proven ability to develop market strategies and secure high-value clients. This role offers the opportunity to significantly shape the company's sales strategy and success.

Qualifications

• 10–20+ years of experience in financial services, including fintech and B2B SaaS.
• Successful track record in B2B sales and business development.
• Strong professional network in Europe.

Responsibilities

• Design and execute go-to-market strategies for new regions.
• Identify and secure new clients in target verticals.
• Drive consultative engagements with clients.

Skills

Consultative sales

Negotiation skills

B2B Sales

Relationship building

Market strategy development

Blockchain technology understanding

Industry trend analysis

Job description

Our client has offices in London (UK) and Zug (Switzerland) and welcomes applications from qualified candidates across Europe and the MENA region (remote).

To support ongoing growth, the Commercial team is seeking entrepreneurial B2B Business Growth Managers to drive sales expansion across their key verticals: (iGaming). In this role, you will be at the forefront of expansion efforts, delivering ambitious growth targets while shaping the organisations commercial strategy and DNA.

The ideal candidate will be a strategic, consultative sales professional with deep experience in the financial and banking sector, strong knowledge of digital automation within Fintech, and the ability to navigate complex client environments. You should bring proven expertise in identifying blockchain-driven solutions, an excellent grasp of industry trends, and a track record of opening new markets and building relationships with fintechs, retail banks, and payment providers.

Job Type:

Full Time/Permanent

Location:

Global

Workplace:

Remote

Core Experience and Background

• Minimum of 10–20+ years proven experience within the financial services sector, including fintech, banking, B2B SaaS, platforms, or top‑tier consulting firms.
• Demonstrated success in a B2B Sales / Business Development role, with exposure to or direct experience in the iGaming, Entertainment, Media, or Consumer Technology sectors.
• Previous experience within the banking or financial sector, bringing a deep understanding of banking operations at HQ level, ideally in an innovation or digital transformation role.
• Strong track record of closing enterprise or upper mid‑market deals, including complex, multi‑stakeholder B2B commercial agreements.
• Proven ability in prospecting, negotiating, and closing high‑value, complex B2B deals.
• Experience developing and executing go‑to‑market strategies, including entering new geographic regions or vertical markets.
• Must have a strong, established professional network in Europe, with demonstrable ability to leverage relationships to open doors and accelerate opportunities.
• Brings established networks and connections within at least one relevant vertical industry.

Relevant Sales and Product Experience

10–20+ years of experience selling B2B SaaS or platform‐based solutions, particularly those focused on:

• User acquisition
• Loyalty
• Engagement
• Retention
• Proven success selling one or more of the following:
• Loyalty and rewards platforms
• CRM / CDP or customer engagement technology
• Mobile app engagement or analytics tools
• MarTech, AdTech, or retention products
• Gamification or subscription growth tools
• Experience working with clients in at least one of the following sectors:
• Media, Entertainment, or Streaming
• Sports and Events
• eSports (publishers, leagues, platforms, tournament operators)
• iGaming (operators, platforms, affiliates, retention‑focused B2B services)
• Consumer apps including marketplaces, fintech, mobility, and lifestyle applications

Skills and Competencies

• Deep understanding of the full user lifecycle:
• Acquisition, Activation, Engagement, Retention, Monetisation
• Strong ability to translate product capabilities into measurable revenue outcomes, including:
• LTV uplift
• Retention improvement
• ARPU growth
• Highly developed consultative selling approach, with strong value‑based positioning and negotiation skills.
• Excellent communication skills with the ability to present confidently at executive and board level.
• Comfortable operating in a fast‑paced, high‑accountability environment.
• Entrepreneurial mindset: resourceful, proactive, adaptable, and comfortable navigating ambiguity.
• Strong interest in technology‑driven or blockchain‑enabled solutions.

Ideal Candidate Attributes

• Ability to identify client pain points and co‑create innovative solutions, particularly those leveraging blockchain technology.
• Strong network within one of the target vertical ecosystems, with demonstrable success in sourcing and securing high‑value clients.

Fluent in discussing and selling around key commercial and growth metrics, including:

• LTV
• CAC
• ARPU
• Retention uplift
• Loyalty economics
• Engagement funnels
• User segmentation
• Behavioural analytics

Nice to Have

• Experience selling to or partnering with:
• eSports tournament organisers, leagues, or publishers
• iGaming operators, affiliates, or PSPs
• Major media houses, broadcasters, or OTT platforms
• Understanding of loyalty economics, attribution models, and audience segmentation.
• Familiarity with blockchain‑enabled digital identity or engagement layers (advantageous but not required).

Target Profile and Talent Pool Guidance

• Typically senior B2B Sales or Business Development professionals who have sold:
• Loyalty platforms
• CRM and CDP systems
• Customer engagement suites
• Gamification and retention solutions
• Marketing automation tools
• User acquisition or analytics platforms
• Audience growth platforms

Responsibilities

Go‑To‑Market Strategy

• Design and execute strategies to launch our clients services in new markets and regions, adapting for local industry dynamics and growth opportunities.
• Leverage industry trends, market data, and competitive insights to guide strategy.

Business Development

• Identify, approach, and secure new clients in one of our target verticals, Entertainment (i.e. e‑gaming, loyalty activation).
• Use a systematic lead generation playbook to identify, engage new leads at scale and turn them into profitable and growing client agreements
• Cross‑functional collaboration within the ecosystem and group companies to align efforts and realise business development opportunities

Consultative Selling

• Drive consultative engagements, uncover client pain points, and co‑create innovative solutions with our clients technology and solutions teams.
• Work with C‑level decision‑makers through a consultative and solutions‑oriented approach.
• Translate, conceptualise and co‑create blockchain and digital solutions that transform industries.
• Lead end‑to‑end sales cycles: prospecting, negotiation, closing, onboarding
• Maintain and deepen client partnerships that deliver long‑term value and recurring revenue
• Track, monitor and report sales performance metrics and share with management