Commercial Account Director

Overview

iGaming:
If it’s iGaming, we know a thing or two. At Light & Wonder, It’s all about the games, and our digital team leads the global iGaming market, providing jaw-dropping content and innovative software that powers the world’s most successful online gaming providers.

Position Summary:

Reporting into the VP, Commercial US and sitting within the Light & Wonder (L&W) Commercial Team, the Commercial Account Director leads account management, business development, and strategic growth efforts for L&W's US iGaming accounts and new business opportunities. This role goes beyond day-to-day account management: the Commercial Account Director owns a regional commercial strategy for their portfolio, builds structured executive-level engagement with key operators, and champions the customer internally while protecting L&W's commercial interests.

The role is accountable for identifying revenue growth opportunities and setting / executing joint objectives, strategies, and action plans to meet or exceed short- and long-term profitability goals for L&W within the United States.

• Build and manage close relationships with allocated B2C operators in the United States, including establishing executive-level relationships with key senior client leaders to deepen trust and long-term partnership.
• Proactively develop and manage a structured executive engagement cadence with each client, ensuring at minimum a quarterly business review focused on critical deliverables, health of the partnership, and growth orientation.
• Act as the champion of the customer across major deliverables, including onboarding, product/feature updates, and transitions to new offerings, while ensuring internal L&W teams have clear mandates and understanding of customer needs and expected outcomes.
• Foresee US market trends and ensure L&W remains at the forefront of the market.
• Develop, define, and execute a regional account strategy that delivers topline growth across content, products, and partnerships in a manner that exceeds regional performance expectations and captures increased market share for L&W.
• Deliver client revenues in line with company targets, and grow incremental revenue through bespoke customer requests, upsells, and new product / premium offerings, thus broadening L&W's product footprint or "shelf-space" on client sites.
• Protect L&W's commercial interests while responding to customer needs, effectively managing the balance between client satisfaction and the risk associated with delivering against bespoke requirements.
• Develop new business initiatives with existing clients to extend revenues, and pursue new business opportunities for L&W within the United States.
• Work with customers to compile data and insights to assess L&W product performance relative to competitors.
• Lead internal L&W teams — including Product and Development — to effectively respond to client inquiries and concerns, and communicate feedback on client requirements, preferences, and value-adding features.
• Represent L&W and the Commercial Team within the wider online iGaming industry with authority, know-how, and professionalism at all times, including travel to key trade shows.
• Support regional goals by ensuring various third parties enter the market, and liaise with stakeholders across L&W to further US business interests.

• Bachelor’s degree in Commerce, Business Administration, or equivalent relevant experience.
• A minimum of 8 years of experience as an account/commercial manager across any relevant online (digital) industry and sector.
• Experience with in online gaming and a passion for the industry.
• Exposure to the B2C operator side of the iGaming business preferred.
• Experience supporting key accounts and a proven track record in growing an existing business portfolio, and achieving and exceeding established revenue targets.
• Experience developing and executing account or regional commercial strategy, ideally including structured executive engagement programs with clients.
• A record of developing strong working relationships with executives, peers, and associates across multiple functions and lines of business.
• Excellent communication skills.
• Ab…