[Hiring] Key Account Manager @White Hat Studios

Role Description

Want to be at the forefront of continuing our growth in the US while being part of a fun and exciting team? We are looking for an experienced, commercially driven Key Account Manager to own and grow our relationships with our most strategic US operators. This is an amazing opportunity to join an ever-growing company where you will play a pivotal role in shaping how our largest US customers grow with WHS, and in driving a significant share of our commercial revenue. This role reports to the Head of Account Management and is fully remote.

• Take full ownership of a portfolio of WHS’s key strategic operator accounts, acting as the senior point of contact and trusted partner for each.
• Build and maintain relationships at every level of the customer organisation, from operational teams through to senior and C-level stakeholders.
• Develop and own strategic account plans for each key account, setting clear revenue targets, growth objectives and actions over a 12–24 month horizon.
• Be accountable for revenue growth across your portfolio, reporting regularly on performance, forecasts and pipeline.
• Lead commercial negotiations with key operators, including contract renewals, commercial terms, exclusives, and bespoke and branded game deals.
• Identify and drive upsell and cross-sell opportunities, such as new games, verticals, state launches and promotional partnerships.
• Work with operators on joint marketing and promotional plans that maximise product visibility, placement and performance in their lobbies.
• Organise and lead quarterly business reviews with senior customer stakeholders, presenting performance insights, market trends and growth plans.
• Act as the voice of the customer internally, working cross-functionally with Product, Studio, Marketing, Compliance and Operations to prioritise and deliver what key accounts need.
• Anticipate and manage risks within your accounts, resolving issues quickly to protect long-term relationships.
• Mentor and support Account Managers, sharing best practice and helping raise standards across the Account Management team.
• Travel to customer locations and attend industry trade shows and events, to represent White Hat Studios in front of clients, partners, competition and regulators.

Qualifications

• Proven experience in key account management, account management or B2B sales (ideally 4+ years), with a track record of managing high-value accounts.
• Demonstrable success in growing revenue and meeting or exceeding commercial targets.
• Strong negotiation skills, with experience leading contract and commercial discussions.
• A natural relationship builder with a customer-first approach, confident leading customer meetings and presenting to senior and C-level stakeholders.
• Strong written and verbal communication skills in English.
• A strategic, commercially sharp and data-driven thinker who can analyse performance, identify growth opportunities and use data and market insights to guide decisions and account plans.
• Experience using BI tools such as Power BI, Tableau or Metabase, alongside strong Excel and spreadsheet skills to analyse and interpret commercial data.
• A collaborative team player who supports others and can influence cross-functional teams without direct authority.
• An organised, proactive and self-motivated approach, with the ability to work independently.
• Willingness to travel to the US at least quarterly and work around US customer time zones when required.
• An honest and trustworthy approach to working with customers and colleagues.

Requirements

• Experience in the US iGaming market and an understanding of the different state regulations.
• An existing network of contacts within US online casino and sportsbook operators.
• Knowledge of RNG casino games and sportsbook.
• Experience mentoring or coaching junior team members.

Benefits

• A remote and flexible working schedule.
• Generous time off varied based on the country of residence.
• Discretionary annual performance bonus.
• Training and other learning & development opportunities to support you through your career progression.
• Hardware & Software allowance or work equipment is provided to make sure you have all the right tools to get the job done.
• Various well-being programmes and initiatives.