Job Description

About the job Director of Revenue (Relocation to Malta or Thailand/iGaming)
Our client believes in the power of Virtual Advancementleveraging digital innovation and strategic foresight to help businesses excel in a rapidly evolving world. With a focus on agility and adaptability, they work alongside organisations to simplify complexity, enhance operations, and implement strategies that foster long-term success.
Their team partners with startups, SMEs, and large enterprises across various industries, enabling clients to harness technology, data, and strategic insight to gain sustainable competitive advantage. From expanding into new markets to building resilient financial roadmaps, our client serves as a trusted advisor committed to creating meaningful impact Whether the goal is operational optimisation or future-focused growth, our client delivers the clarity and capability needed to navigate change and lead with confidence
Role Overview
The Director of Revenue, will own end-to-end revenue generation for our client's betting business specifically within the South African market. You will set the strategic direction, build and lead a high-performing commercial team, and work cross-functionally to optimize customer acquisition, retention, pricing, and monetization, with a deep understanding of local market dynamics, regulatory landscape, and consumer behavior.
Job Type: Full-time/Permanent
Location: Malta or Thailand
Workplace: Hybrid
Relocation Package: (For Malta or Thailand: Full accommodation, Flight tickets + Other expenses)
Requirements

• Minimum 8 - 10 years in revenue leadership, sales management, or commercial roles within iGaming, sports betting, online gaming, or fintech.
• Bachelor's degree in Business, Finance, Economics, or related field. MBA or advanced degree is a plus.
• Mandatory: Demonstrated success growing P&L and proven track record of hitting ambitious revenue and margin targets specifically within the South African market.
• Must have managed or led a project/product line generating at least USD 50 million in Gross Gaming Revenue (GGR) annually.
• Deep understanding of betting economics: odds compilation, margin setting, yield management.
• Strong financial acumen: P&L management, forecasting, budgeting, and KPI dashboards.
• Proficiency with analytics tools (SQL, Tableau/Looker) and CRM platforms.
• Extensive experience operating in and launching products within the South African gaming market is essential.
• Background in crypto-enabled wagering or blockchain-based gaming products is a plus.
• Fluent English mandatory, additional South African official languages (e.g., Afrikaans, Zulu, Xhosa) an asset.
• Exceptional people leaderexperience scaling and coaching cross-cultural teams.
• Excellent communicator with C-suite exposure; comfortable presenting to senior stakeholders.
• Strategic thinker with a data-driven, results-oriented mindset.
• Ability to thrive in a fast-paced, ambiguous environment; agile and adaptable.
• Strong negotiation skills and commercial instinct.

Responsibilities
Strategic Leadership:

• Develop and execute a comprehensive commercial revenue strategy aligned to corporate objectives and tailored for the South African market.
• Define revenue targets, pricing models, and product-level margin goals for South Africa.
• Present business cases and performance updates to the Executive Committee and Board.

P&L & Financial Management:

• Own full P&L accountability for South Africadrive top-line growth while maintaining profitability.
• Monitor KPIs (ARPU, CLV, CAC, churn, yield) and implement corrective actions specific to the South African market.
• Partner with Finance to build rolling forecasts, annual budgets, and quarterly reforecasts for South Africa.

Sales & Account Management:

• Build, mentor, and scale a Sales & Account Management function covering key segments in South Africa (affiliates, VIP/High-Value Players, B2B partners).
• Set clear targets, compensation plans, and performance metrics for all commercial teams in South Africa.

Pricing & Yield Optimization:

• Design dynamic odds and margin structures based on the South African market, event type, and customer segment.
• Implement data-driven pricing models (e.g., yield management, real-time odds) to maximize revenue in South Africa.
• Partner with Trading/Analytics to refine pricing algorithms and A/B test new approaches for the South African market.

Go-to-Market & Product Partnerships:

• Collaborate with Product, Marketing, and Operations to launch new markets, products, and features relevant to South Africa.
• Identify and negotiate commercial partnerships (platform integrations, co-marketing alliances) within South Africa.
• Coordinate with Compliance/Legal on licensing requirements in South African jurisdictions.

Cross-Functional Collaboration:

• Work closely with Marketing to drive acquisition campaigns, influencer programs, and retention initiatives in South Africa.
• Align with Customer Support and CRM on lifecycle communications, reactivation, and VIP servicing for South African customers.
• Partner with Analytics to translate data insights into actionable revenue-generating initiatives for the South African market.

Benefits

• Lead revenue strategy for a high-growth, innovative betting platform in the exciting South African market.
• Opportunity to build and shape the commercial organization in South Africa from the ground up.
• Competitive compensation, equity participation, and global career development.

Black Pen Recruitment