Head of Revenue

Black Pen Recruitment; Durban; Hybrid; ZAR 1 998 000 - 2 998 000; Full time

Job summary

A leading recruitment consultancy is seeking a highly experienced individual for a revenue leadership position in iGaming within the South African market. The ideal candidate will have 8-10 years in sales management or commercial roles, proven success in generating significant revenue, and strong financial acumen. This role involves developing revenue strategies, managing P&L, and leading a Sales and Account Management team. A competitive salary and growth opportunities are offered.

Benefits

Competitive compensation

Equity participation

Global career development opportunities

Qualifications

• 8-10 years in revenue leadership, sales management, or commercial roles.
• Experience in iGaming, sports betting, online gaming, or fintech.
• Managed projects generating at least USD 50 million in GGR.

Responsibilities

• Develop and execute a revenue strategy for the South African market.
• Own full P&L accountability for South Africa.
• Build and scale a Sales & Account Management function.

Skills

Leadership

Financial Acumen

Negotiation Skills

Analytics Tool Proficiency

Strategic Thinking

Communication Skills

Education

Bachelor's degree in Business

MBA or advanced degree

Tools

SQL

Tableau

Looker

Job description

Role Overview

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

Job Type: Full-time / Permanent

Location: Cape Town

Workplace: Hybrid

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.