Head of Sales & Customer Success

About the role

This Head of Sales & Customer Success will lead the commercial efforts for a B2B iGaming supplier specializing in VR-based VIP player development. The role involves crafting go-to-market strategies, identifying target clients, and analyzing market trends. A core responsibility is directly closing B2B deals with iGaming operators, from initial outreach to C-level negotiations, and conducting product demonstrations.

Beyond new business, this position is crucial for post-sales client development. The Head will manage existing client relationships, ensuring product adoption and identifying opportunities for increased purchases and collaboration. This includes training clients, monitoring product usage, and proactively addressing churn risks to foster long-term partnerships. The company is in an active scaling phase with initial clients already secured.

A key leadership component involves building and developing the commercial team. This includes evaluating and mentoring current sales and account managers, as well as recruiting and onboarding new staff as the department expands. The Head will also be responsible for establishing sales scripts, defining key performance indicators (KPIs), and implementing motivation systems for the team.

Skills that matter here

• B2B sales: This role requires a proven track record in B2B sales, specifically closing deals with iGaming operators at the C-level.
• Customer Success/Account Management: The role involves managing and developing client relationships post-sale, focusing on long-term retention and growth.
• iGaming industry experience: Experience in the iGaming sector is essential for understanding the market and client needs for a VIP player development tool.
• Team Building: This position includes evaluating, developing, hiring, and onboarding sales and account management staff.
• KPIs: The Head will be responsible for developing and implementing key performance indicators for the commercial team.
• Russian: Fluency in Russian is a requirement for communication with clients and team members.

Who this role suits

• A commercial leader with a strong background in B2B sales within the iGaming or a similar complex B2B industry.
• Someone adept at both direct sales and strategic account management, capable of nurturing long-term client relationships.
• An individual who thrives in a scaling environment, comfortable with building processes and growing a team.
• A professional who is willing and able to travel internationally for client engagements and conferences.

From the employer

Strategy and Market

• Participate in developing go-to-market strategy, defining ICP and priority segments.
• Analyze the market and competitors, prepare regular reports.
• Develop partnerships and affiliate channels.

Sales

• Personally close B2B deals with casinos and iGaming operators: from cold outreach to C-level negotiations.
• Conduct demos and product presentations.
• Work with leads from conferences and personal network.

Customer Success & Account Development

• Manage and develop clients post-contract, building long-term relationships.
• Train clients on the product, helping them unlock its full potential.
• Work on increasing purchases and collaboration volume with current clients.
• Maintain client reporting: product usage status, churn risks, growth points.

Team Building

• Evaluate and develop the already hired team (sales manager, account manager).
• Hire and onboard new employees as the department grows.
• Develop scripts, KPIs, and motivation systems.

• 5+ years in B2B sales, experience closing deals at the C-level.
• Experience in sales or customer success/account management in iGaming or related complex B2B industry.
• Experience in building processes: KPIs, pipeline, reporting.
• Confident business communication skills, presentability.
• Fluent in Russian, Upper-Intermediate (B2) or higher in English.
• Willingness to travel internationally regularly.