Commercial Account Director
The Commercial Account Director reports to the VP, Commercial US and operates within the Light & Wonder Commercial Team. This role is responsible for leading account management, business development, and strategic growth efforts for US iGaming accounts and new business opportunities.
The position involves owning a regional commercial strategy for a specific portfolio and building structured executive-level engagement with key operators. The Commercial Account Director acts as a customer champion while protecting the commercial interests of Light & Wonder, ensuring that revenue growth objectives are met or exceeded through effective strategy execution.
- 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 tradeshows.
- 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 (required)
- A minimum of 8 years of experience as an account/commercial manager across any relevant online (digital) industry and sector (required)
- Experience within online gaming and a passion for the industry (required)
- 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 (required)
- Experience developing and executing account or regional commercial strategy, ideally including structured executive engagement programs with clients (required)
- A record of developing strong working relationships with executives, peers, and associates across multiple functions and lines of business (required)
- Excellent communication skills (required)
- Ability to work independently and possess strong organizational and time management skills (required)
- Proven competence in negotiating, with a great deal of experience managing B2B clients and working under contractually agreed commercial terms (required)
- Commercially minded, with the judgment to balance customer advocacy against protecting the company's interests (required)
- Tech savvy, customer service oriented, professional, resourceful, patient, and tactful in handling customer inquiries and negotiations (required)
- Proficient in MS Office (Word, Excel and PowerPoint) (required)
- Experience drafting proposals and presenting to clients is ideal (preferred)
- Additional languages can be a plus (nice-to-have)
Light & Wonder, Inc. is a leading cross-platform gaming company headquartered in Las Vegas, Nevada. Formerly known as Scientific Games, it rebranded in 2022 after divesting its lottery and sports-betting businesses to focus on gaming. The company operates across three segments - Gaming (slot machines, table games and casino systems under brands such as Bally, WMS and Shuffle Master), SciPlay (social casino games) and iGaming (online casino content). Listed in both the US and Australia, it supplies content and systems to casinos and online operators worldwide.