Vice President, Sales

Summary

Join Pavilion Payments as Vice President, Sales (Land-Based Accounts) and drive revenue growth by managing strategic sales initiatives targeting land-based gaming operators across the US. This role involves cultivating strong relationships with gaming operators, identifying their needs, and delivering tailored solutions. You will expand the company's presence in the land-based gaming sector, meet revenue goals, and ensure customer satisfaction. The VP, Sales will lead high-value negotiations, manage a robust sales pipeline, and serve as a subject matter expert in gaming payments. Collaboration with internal teams is crucial for delivering comprehensive solutions. This position requires significant experience in sales leadership within the gaming industry.

Requirements

• 10+ years total sales experience with 5 years of multi jurisdiction 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

Responsibilities

• Develop and execute a strategic sales plan focused on acquiring and retaining customers in the land-based gaming sector
• Lead high-value negotiations, ensuring alignment with organizational objectives and customer 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 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 customer 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 customer goals
• Ensure all activities and customer 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 customers
• 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