October 24, 2024
As someone who has spent several years helping commercial professionals progress their careers within the iGaming industry, I’ve seen firsthand the demand for top-tier talent. In this fast-paced and competitive field, commercial candidates—especially those with a solid reputation, an extensive network, and specific market experience—are always in demand. Mid-level salespeople who have honed their skills in markets like Latin America are particularly sought after, and they can expect to be suitably compensated for their expertise. But what does it take to move from a mid-level role to a senior management or director-level position in iGaming?
Let’s explore the key attributes and experience you’ll need to get there.
The Path to Senior Commercial Roles in iGaming
Climbing the career ladder in iGaming, especially within commercial roles, requires more than just experience; it demands a strategic approach and the right set of skills. Here are some essential qualities that can propel you from a mid-level commercial role to a director-level position:
1. Commercially Minded
To succeed in iGaming, you need to think like a business leader. This means understanding not just the products you’re selling, but also the market dynamics, revenue streams, and the financial levers that drive profitability. A strong commercial mindset is crucial for making strategic decisions that contribute to the company’s bottom line.
2. Smart and Resilient
The industry is fast-paced and often unpredictable. Success in this environment requires resilience—the ability to bounce back from setbacks and adapt to changing circumstances. It’s also essential to be smart, both in terms of strategic thinking and in managing relationships.
3. Navigating the Corporate Environment
As you progress in your career, you’ll need to become adept at navigating corporate structures and politics. Understanding how decisions are made, who the key stakeholders are, and how to influence them is key to advancing within any organisation.
4. Strong Account Management
Commercial success in iGaming often hinges on your ability to manage key accounts effectively. This involves building strong, trust-based relationships with clients, understanding their needs, and delivering solutions that drive mutual success. Excellent account management skills are a hallmark of top commercial leaders.
5. Business Development
Business development is at the heart of any commercial role. As you progress, you’ll need to demonstrate your ability to identify and capitalise on new business opportunities, whether by expanding existing accounts or developing new business areas.
6. B2B iGaming Sales
Experience in B2B sales within the iGaming sector, particularly in areas like casino and sports betting, is essential. This expertise not only makes you a more effective salesperson but also gives you a deeper understanding of the industry’s unique challenges and opportunities.
7. Highly Motivated
To rise to the top, you need to be highly motivated and driven to succeed. This motivation will push you to continuously improve your skills, expand your network, and take on new challenges—all of which are essential for career progression.
8. Existing Networks (Black Book)
Having a strong network—often referred to as a “black book” of contacts—is what every iGaming company looks for when recruiting for mid- to senior-level roles. These connections can also open doors to new opportunities, provide insights into market trends, and help you navigate your career path more effectively.
9. Credibility at the C-Level
As you aim for senior roles, it’s important to establish credibility with C-level executives. This involves demonstrating your ability to think strategically, communicate effectively, and deliver results that align with the company’s overall objectives.
Location, Location, Location
While remote work opportunities do exist in iGaming, many operators prefer their commercial teams to be based in key iGaming hubs. Relocating to one of these hubs—such as Malta, Gibraltar, or other key locations - can significantly enhance your career prospects. Additionally, depending on the market you’re targeting, language skills may be a crucial factor. For example, fluency in Spanish or Portuguese can be a major asset when working in LATAM.
Transitioning into iGaming from Other Industries
For those not currently working in iGaming, breaking into the industry can seem challenging. However, it’s not impossible. Companies are increasingly open to hiring commercial professionals from related industries, especially those with experience in payments, B2B tech platforms, and other relevant sectors. If you can demonstrate transferable skills and a deep understanding of the iGaming market, you may be able to transition into a mid-level role within the industry and progress your career from there.
Raising Your Profile and Strategically Progressing Your Career
If you want to progress within iGaming, it’s essential to raise your profile. This can be achieved by attending industry conferences, networking with key players, and contributing to thought leadership in your area of expertise. These activities are crucial not only for discovering opportunities beyond your current organisation but also for positioning yourself as a prime candidate for internal promotions.
To strategically progress your career, focus on roles or projects that will give you the exposure you need to move up the ladder. Seek out opportunities to lead teams, manage key accounts, or develop new business areas. These experiences will not only build your CV but also position you as a strong candidate for senior roles.
Next Steps
If you’re looking to advance your career in iGaming, or if you’re considering a move into this dynamic industry, I’d be happy to discuss your options. Please feel free to contact me if you’d like to know more or if you’re ready to take the next step in your career. mailto:karl.harenburg@pentasia.com