Commercial Account Director

Position Summary

Reporting into the VP, Commercial US and situated within Light & Wonder’s Commercial Team, the Commercial Account Director owns account management, business development, and strategic growth for L&W’s U.S. iGaming accounts and new opportunities. The role develops a regional commercial strategy, builds executive‑level relationships with key operators, and champions the customer internally while protecting L&W’s commercial interests. The director identifies revenue‑growth opportunities and executes joint objectives, strategies and action plans to meet short‑and long‑term profitability goals.

• Build and manage close relationships with allocated B2C operators in the United States, establishing executive‑level relationships with key senior client leaders to deepen trust and long‑term partnership.
• Develop a structured executive engagement cadence, including quarterly business reviews focused on critical deliverables, partnership health and growth orientation.
• Champion the customer across major deliverables—onboarding, product/feature updates and transitions to new offerings—while ensuring internal teams understand customer needs and expected outcomes.
• Track U.S. market trends and keep Light & Wonder at the forefront of the industry.
• Define and execute a regional account strategy that delivers topline growth across content, products and partnerships, exceeding regional performance expectations and capturing market share.
• Deliver client revenues in line with company targets and grow incremental revenue through bespoke requests, upsells and new premium offerings, broadening Light & Wonder’s product footprint.
• Protect Light & Wonder’s commercial interests while balancing client satisfaction and risk associated with bespoke requirements.
• Develop new business initiatives with existing clients to extend revenues and pursue new business opportunities within the United States.
• Collate data and insights to assess Light & Wonder’s product performance relative to competitors.
• Lead internal teams—including Product and Development—to respond to client inquiries, communicate feedback on requirements, preferences, and value‑adding features.
• Represent Light & Wonder and the Commercial Team within the broader iGaming industry with authority, professionalism and frequent travel to key trade shows.
• Support regional goals by ensuring third parties enter the market and collaborating with stakeholders across Light & Wonder.

Education: Bachelor’s degree in Commerce, Business Administration or equivalent relevant experience.

• Eight or more years of experience as an account or commercial manager within the online or digital industry.
• Experience in online gaming and a passion for the industry.
• Preferred exposure to the B2C operator side of the iGaming business.
• Track record of growing an existing business portfolio and exceeding revenue targets.
• Experience developing and executing an account or regional commercial strategy, including structured executive engagement programs.
• Ability to develop strong relationships with executives and cross‑functional stakeholders.

• Excellent communication skills.
• Strong organizational and time‑management abilities; can work independently.
• Proven negotiation competence with B2B clients and under contract terms.
• Commercially minded judgment balancing customer advocacy and company interests.
• Tech savvy, customer‑service oriented, professional, resourceful, patient and tactful in handling inquiries and negotiations.
• Enthusiasm, leadership and strong work ethic necessary for a dynamic, fast‑moving, results‑oriented environment.
• Proficiency in MS Office (Word, Excel, PowerPoint).
• Experience…