Outbound Sales Manager, Gaming

About Andaria

Andaria Financial Services is an Electronic Money Institution authorised by the MFSA in Malta and the FCA in the UK. We provide payments, SEPA and FX, embedded finance, BIN sponsorship and prepaid card issuing to fintechs, payment companies and corporates.

The role

You open the gaming sector for Andaria. You build your own pipeline of licensed operators, platform providers and gaming payment businesses, and close them from first contact to first live payment. You get no inbound leads. You know the sector well enough to bring in clients that pass onboarding the first time. This role requires frequent travelling.

Key Duties and Responsibilities:

What you'll do

Hunting

• Build and work a named target list of licensed gaming businesses, agreed with the CCO each quarter.
• Target casino, sportsbook and lottery operators, B2B platform and aggregator providers, gaming PSPs and payment orchestrators, and affiliate networks that need payouts.
• Prospect through your own network, calls, email and LinkedIn. Research each target's licences, markets and current payment providers before first contact.
• Book meetings ahead of ICE, SiGMA and other gaming events, and work the floor while you're there.

Selling

• Run discovery on deposits, withdrawals, player payouts, settlement and treasury flows.
• Map those flows to Andaria products: collection and payout accounts, SEPA and FX, embedded finance, and card programmes through Intercash.
• Prepare proposals within the rate card. Take anything outside it to the CCO.
• Negotiate and sign contracts.
  

Compliance and go-live

• Pre-screen every prospect before the first proposal: licence and regulator, target markets, ownership and source of funds. Don't spend time on businesses that won't pass.
• Bring Compliance in early, put the KYB pack together with the client and keep onboarding moving.
• Stay with the client until the first live payment, then hand over to account management.

Market intelligence

• Track licensing changes, newly regulated markets and payment trends across the main gaming jurisdictions.
• Report competitor pricing, lost-deal reasons and products clients ask for that we don't offer.
• Keep the CRM current and send the CCO a weekly forecast.

What this role is not

• No inbound leads, referral partners or introducers. Those go to Inbound.
• No non-gaming prospects. Those go to the Cross-Sector manager.
• No account management after go-live.

How you'll be measured

• New gaming clients live per quarter
• First-12-months revenue from clients you bring live
• Qualified pipeline value and meetings booked per month
• Proposal-to-signed and signed-to-live conversion
• Share of your prospects that pass onboarding first time

Skills and Experience:

• 5+ years in B2B sales in gaming payments, at a PSP, EMI, acquirer, payment orchestrator or B2B gaming supplier.
• A network of decision-makers at operators and platform providers: heads of payments, CFOs and COOs.
• Hands-on knowledge of gaming payment flows: deposits, withdrawals, chargebacks and payment method mix by market.
• A working understanding of gaming licensing (MGA, UKGC and the main EU and international regimes) and how AML rules apply to gaming clients.
• A record of closing new business, not managing existing accounts.
• Experience working ICE, SiGMA and similar events. You know who to meet before you arrive.
• CRM discipline. If it isn't logged, it didn't happen.
• Fluent English. Another European language is a plus.

What We Offer:

• Competitive salary plus commission
  
• Clear growth path and opportunities in a rapidly growing business.
  
• Comprehensive health and wellness benefits package.
  
• Hybrid Working and flexibility.
  
• Professional development opportunities.
  
• Collaborative and inclusive work environment.
  
• Opportunity to make a significant impact on the company’s growth and success.