Sales & Business Development Manager
About this role
iGaming:
If it’s iGaming, we know a thing or two. At Light & Wonder, It’s all about the games, and our digital team leads the global iGaming market, providing jaw-dropping content and innovative software that powers the world's most successful online gaming providers.
Position Summary
Light & Wonder is looking for a Sales & Business Development Manager to drive growth of our aggregation platform by sourcing, negotiating, and onboarding new partners. This is an end-to-end ownership role: you'll generate and manage inbound and outbound leads, lead commercial negotiations, structure and close contracts, and stay engaged through to technical integration and go-live. You'll act 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.
What You'll Do
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.
Qualifications
What You'll Bring
Proven experience in a sales, business development or partnerships role, ideally within iGaming, aggregation or platform-based B2B environments.
Demonstrated track record of managing a full sales cycle from prospecting and lead generation through negotiation, contracting, and onboarding.
Strong commercial and negotiation skills, with confidence structuring and closing complex partnership agreements.
Comfort working cross-functionally with legal, compliance, product, and technical/integration teams.
Excellent relationship-building and communication skills, with the ability to engage stakeholders at all levels, from founders to technical integration leads.
Highly organised and self-motivated, able to manage multiple deals at varying stages simultaneously.
Familiarity with CRM tools and pipeline management best practices.
Willingness to travel occasionally for partner meetings and industry events.
Nice to Have
Existing network of contacts within the iGaming, betting, or aggregation/platform ecosystem.
Understanding of API integration processes and the technical onboarding lifecycle for platform partners.
Experience working in a fast-growing or scale-up commercial environment. .
Additional Information
Why would you enjoy working with us at Light & Wonder?
Competitive benefits, an open and supportive environment as well as a modern and exciting workplace.
The opportunity to interact with global teams on a regular basis and the possibility to switch teams and projects as you and our business continues to develop and grow.
Exciting projects with opportunities for creating positive change to our game engineering ecosystem.
And if that is not enough; you will get to enjoy a stunning work location and flexible working whilst we provide you with the guidance and development skills you need to progress quickly and enhance your career.
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