Sales & Business Development Manager
Light & Wonder is looking for a Sales & Business Development Manager to drive the growth of its aggregation platform by sourcing, negotiating, and onboarding new partners. This is an end-to-end ownership role. The successful candidate will generate and manage inbound and outbound leads, lead commercial negotiations, structure and close contracts, and stay engaged through to technical integration and go-live.
This role acts as the connective tissue between prospecting, deal-making, and delivery, ensuring every new partner is set up for a smooth, successful launch on the platform.
- Work closely with the Content Management department to understand player and market demand, helping shape which partners and content types we should prioritise signing.
- Identify, qualify, and pursue new partner opportunities through proactive outbound prospecting and by managing inbound interest from the platform's growing profile in the market.
- Build and maintain a healthy pipeline of prospective partners, tracking opportunities from first contact through to signed and integrated.
- Lead commercial negotiations on deal terms, revenue share, and partnership structures, balancing company objectives with partner needs.
- Own the contracting process end-to-end, working with legal and compliance teams to draft, review, and finalise agreements.
- Act as the primary point of contact for new partners from deal signature through onboarding, coordinating closely with technical, product, and integration teams to ensure smooth go-live.
- Develop a strong understanding of the aggregation platform's capabilities, commercial model, and competitive positioning to effectively represent it to prospective partners.
- Maintain accurate records of leads, deals, and partner status in CRM, and provide regular pipeline and performance reporting to leadership.
- Stay current on industry trends, competitor activity and market opportunities to inform business development strategy.
- Represent the company at industry events, conferences, and trade shows to build the partner pipeline and brand presence.
- Proven experience in a sales, business development or partnerships role, ideally within iGaming, aggregation or platform-based B2B environments (required).
- Demonstrated track record of managing a full sales cycle from prospecting and lead generation through negotiation, contracting, and onboarding (required).
- Strong commercial and negotiation skills, with confidence structuring and closing complex partnership agreements (required).
- Comfort working cross-functionally with legal, compliance, product, and technical/integration teams (required).
- Excellent relationship-building and communication skills, with the ability to engage stakeholders at all levels, from founders to technical integration leads (required).
- Highly organised and self-motivated, able to manage multiple deals at varying stages simultaneously (required).
- Familiarity with CRM tools and pipeline management best practices (required).
- Willingness to travel occasionally for partner meetings and industry events (required).
- Existing network of contacts within the iGaming, betting, or aggregation/platform ecosystem (nice-to-have).
- Understanding of API integration processes and the technical onboarding lifecycle for platform partners (nice-to-have).
- Experience working in a fast-growing or scale-up commercial environment (nice-to-have).
- Competitive benefits.
- An open and supportive environment.
- A modern and exciting workplace.
- The opportunity to interact with global teams on a regular basis.
- The possibility to switch teams and projects as the business continues to develop and grow.
- Exciting projects with opportunities for creating positive change to our game engineering ecosystem.
- A stunning work location.
- Flexible working.
- Guidance and development skills needed to progress quickly and enhance your career.
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.