Head of Commercial

Head of Commercial Senior Appointment Reports to: Chief Executive Officer Location: Malta or Cyprus, with remote flexibility Employment Type: Full-time, Permanent PEOPLE HUNT is hiring on behalf of our client Our client is an established B2B iGaming technology company building and operating the infrastructure that powers online casino and sportsbook operators. Their product portfolio includes a Player Account Management (PAM) platform, a games aggregation layer carrying more than 7,500 titles from over 100 studios through a single API integration , sportsbook, turnkey casino, business intelligence, managed services, dedicated hosting, and proprietary gaming content. Operating across regulated and emerging markets worldwide, the company is privately owned, profitable, and offers an environment where senior leaders have genuine influence over the direction of the business. The commercial function has recently been rebuilt from the ground up. The structure is in place - a single commercial line reporting directly to the CEO, marketing integrated into the commercial function, an expanded sales team covering English, Russian, Spanish, and Mandarin-speaking markets, and a clear commercial strategy ready for execution. This is a permanent leadership appointment for someone ready to take ownership of that strategy and deliver the next stage of commercial growth. The Role You will own the commercial function end-to-end: demand generation, supply partnerships, marketing, and overall commercial performance. Commercial ownership of the aggregation platform and wider product portfolio sits with this role. Pricing, packaging, catalogue strategy, commercial terms, and go-to-market execution will all be your responsibility, while technical ownership remains with the CTO. The Team You Will Lead Sales team, including language-specific Business Development Managers covering Russian, Spanish, and Mandarin-speaking markets. Account Management team responsible for operator and provider relationships, revenue growth, and partner retention. What You Will Own Demand – The Operator Side Define and execute the overall commercial strategy and revenue targets. Establish territory planning, sales quotas, forecasting methodology, and CRM strategy. Personally lead the largest strategic commercial negotiations involving multiple products and services. Own pricing, commercial packaging, revenue share models, minimum guarantees, licence fees, integration fees, and managed service agreements. Work closely with Legal on commercial contracting. Drive customer retention and long-term account growth. Supply – The Studio Side Own commercial relationships with game studios and content providers. Negotiate supplier agreements, including revenue share, exclusivity, launch commitments, and marketing support. Define market-specific content strategy across Europe, CIS, Latin America, and Asia. Manage the commercial relationship with the company's in-house game studio. Develop network campaigns, tournaments, and promotional initiatives together with studio partners. Marketing & Market Presence Lead the B2B marketing function as part of the commercial organization. Own positioning, messaging, brand visibility, lead generation, and marketing performance. Manage the company's participation at major industry events including SiGMA, SBC, ICE, G2E Asia, and regional conferences. Develop relationships with media, analysts, partners, and key industry stakeholders. Commercial Ownership of the Product Represent the voice of the market internally and influence product roadmap decisions. Work closely with the CTO to improve integration efficiency and reduce time-to-market for new operators. Ensure commercial priorities are reflected in ongoing platform development. Your First Twelve Months Assess the commercial team, pipeline, and forecast within your first month. Complete recruitment and onboarding of new language-specific sales team members where required. Implement a clear commercial pricing and packaging framework. Build a reliable forecasting process trusted by leadership. Complete a strategic review of suppliers, product offering, and commercial positioning. Deliver annual commercial targets while building a sustainable future pipeline. What You Will Bring Essential 8+ years of experience in senior B2B commercial roles within the iGaming industry. At least 3 years leading commercial or sales teams with full revenue responsibility. Experience working for a game studio or games aggregator is considered a major advantage. Strong network of online casino operators across at least two international regions with a proven history of converting relationships into commercial partnerships. Extensive commercial negotiation experience, including revenue share agreements, exclusivity, minimum guarantees, and multi-year contracts. Strong understanding of PAM platforms, games aggregation, integrations, wallet models, certification, and operator onboarding. Experience leading international teams across multiple locations and time zones. Strong forecasting and pipeline management capabilities. Willingness to travel regularly to industry events, partner meetings, and conferences. Fluent English. Strongly Advantageous Experience managing both supplier and operator relationships. Previous responsibility for both Sales and Marketing functions. Experience across CIS, Latin American, or Asian markets. Experience building or transforming commercial organizations. Additional languages, particularly Russian, Spanish, Portuguese, or Mandarin. Existing relationships with leading aggregators, platform providers, and key industry stakeholders. How Success Will Be Measured New signed revenue and net revenue retention. Forecast accuracy. Number of successfully launched operator integrations. Time from signed agreement to live operations. Gross margin on new business. Commercial performance of the content portfolio. Sales team quota achievement and employee retention. What Our Client Offers Competitive base salary with commission and performance-based bonus. Direct reporting line to the CEO and a key position within the executive leadership team. Full commercial ownership of pricing, packaging, and go-to-market strategy. Opportunity to shape the commercial direction of a growing international iGaming technology business. Malta or Cyprus base with genuine remote flexibility for the right candidate. Travel budget, industry event participation, and relocation support where applicable. All applications will be handled with strict confidentiality. Our client is committed to equal opportunities and welcomes applications from qualified candidates regardless of background. Adjustments during the recruitment process can be provided where needed. If you're interested in learning more, apply today or contact PEOPLE HUNT for a confidential discussion. Locations San Giljan, Limassol Remote status Hybrid