Vice President, Enterprise Sales

Summary

Join Pavilion Payments as the Vice President, Enterprise Sales and drive revenue growth by leading strategic sales initiatives targeting land-based gaming operators across the US. This role demands developing deep relationships with multi-jurisdictional gaming enterprises, identifying their needs, and delivering tailored solutions. You will leverage extensive industry expertise to expand market share and position the organization as a leader. Success hinges on achieving revenue targets, managing a robust sales pipeline, and building senior-level relationships. Collaboration with internal teams is crucial for delivering comprehensive solutions. The ideal candidate possesses 10+ years of sales experience, including 5 years of enterprise sales leadership in the gaming industry, and a proven track record of exceeding revenue targets.

Requirements

• 10+ years total sales experience with 5 years of Enterprise or Mid-Market sales leadership to the gaming industry
• Proven track record of achieving and exceeding revenue targets within a highly regulated and competitive market
• Demonstrated ability to manage complex sales cycles and close multi-million-dollar deals
• Exceptional written and verbal communication skills, with the ability to articulate complex concepts to diverse audiences
• Adept at using CRM systems (e.g., Salesforce), Microsoft Office Suite, and other standard sales tools
• Strong executive presence, with the ability to lead cross-functional teams and influence senior stakeholders

Responsibilities

• Develop and execute a strategic sales plan focused on acquiring and retaining enterprise clients in the land-based gaming sector
• Lead high-value negotiations, ensuring alignment with organizational objectives and client expectations
• Achieve and exceed all revenue targets, including new business, recurring revenue, and cross-sell/up-sell opportunities
• Manage a robust sales pipeline to ensure consistent and predictable revenue growth
• Establish and maintain senior-level relationships with key decision-makers and influencers within enterprise gaming operators
• Act as the primary point of contact for strategic accounts, fostering trust and long-term partnerships
• Serve as a subject matter expert in gaming payments, staying informed about industry trends, regulatory changes, and emerging technologies
• Represent the organization at industry events, conferences, and forums to enhance brand visibility and market positioning
• Partner with internal teams, including Marketing, Product, Customer Success, and Legal, to deliver comprehensive solutions that meet client needs
• Work closely with the finance team to ensure accurate forecasting and pricing strategies
• Lead the development of customized proposals, RFP responses, and presentations that align with client goals
• Ensure all activities and client interactions are recorded in the CRM system for transparency and alignment
• Establish multi-level contacts and relationships with new and prospective accounts while maintaining a reputation of integrity within gaming industry
• Identify, research, and contact prospective customers to build positive relationships and generate future sales
• Develop and implement long-term sales strategies for key accounts
• Maintain senior level relationships with key decision makers and influencers for existing customer accounts
• Partner with others in Pavilion to develop business strategies and proposals that broaden the relationship and drive revenue growth with existing clients
• Collaborate with Customer Success team to achieve high retention and generate new sales within existing customer accounts
• Monitor and adapt sales activities to meet both customer and organizational objectives
• Collaborate with Product and Implementation teams to ensure seamless delivery of solutions
• Maintain a deep understanding of the organization’s product suite, regulatory compliance requirements, and competitive landscape
• Provide feedback to internal teams on customer needs and market opportunities
• Develop long-term sales plans for key customers. Establish annual, quarterly, monthly sales plans and prioritize/schedule own activities to achieve objectives
• Participate in lead generation activities and maintain/memorialize the status of activities in CRM database
• Generate and deliver thoughtful sales proposals/RFPs/presentations to meet the strategy of each customer/prospective customer
• Negotiate prices and delivery times within limits of authority
• Work collaboratively with Product and Product realization teams to develop a complete understanding of the overall product suite and roadmap (upcoming enhancements and new products)
• Work collaboratively with the Marketing team to identify customer needs and build relationships
• Work collaboratively with sales operations and legal teams to analyze, price, propose and create legal document in accordance with approvals