Vice President, Sales

Job Title: Vice President, Sales

Reports to: Chief Revenue Officer

FLSA Status: Exempt

Location: Las Vegas

Summary: 

The Vice President, Sales (Land-Based Accounts) is responsible for driving revenue growth by managing strategic sales initiatives targeting land-based gaming operators across the United States. This role focuses on cultivating strong relationships with non-enterprise or single-property and regional gaming operators, identifying their payment and technology needs, and delivering tailored solutions to enhance operational efficiency and customer experience. The VP, Sales will play a critical role in expanding the company’s presence in the land-based gaming sector, meeting revenue goals, and ensuring customer satisfaction.

Key Responsibilities:

• Strategic Sales Leadership:
  • 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.
• Revenue and Goal Achievement:
  • 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.
• Relationship Building:
  • 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.
• Industry Expertise:
  • 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.
• Collaboration and Cross-Functional Alignment:
  • 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.
• Sales Execution:

• 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.

Essential Functions and Tasks:

• 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

Experience: 

• 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.

Pavilion Payments provides equal employment opportunities to all employees and applicants for employment without regard to race, color, religion, sex (including pregnancy), national origin, ancestry, age, marital status, sexual orientation, gender identity or expression, disability, veteran status, genetic information or any other basis protected by law. Those applicants requiring reasonable accommodation to the application and/or interview process should notify a representative of the Human Resources Department