Managing Director of West Territory

Scientific Games:

Scientific Games is the global leader in lottery games, sports betting and technology, and the partner of choice for government lotteries. From cutting-edge backend systems to exciting entertainment experiences and trailblazing retail and digital solutions, we elevate play every day. We push game designs to the next level and are pioneers in data analytics and iLottery. Built on a foundation of trusted partnerships, Scientific Games combines relentless innovation, legendary performance, and unwavering security to responsibly propel the global lottery industry ever forward.

Position Summary

The Managing Director is a strategic leader that drives Scientific Games’ success with a specific lottery jurisdiction, holding full P&L accountability across all product lines—including Instant, Systems, Digital, Licensing, and Retail products - and owning the relationship end-to-end across all touch points within the lottery.  The MD will have a complete understanding of the Lottery’s TAM (Total Addressable Market) by having full knowledge of all lottery spend including but not limited to competitor contracts, advertising contracts and any other opportunity by which the lottery can purchase products or services.  This role drives strategic long-term growth by developing and executing account plans, shaping jurisdiction-specific strategies, and leading the full sales cycle from opportunity identification to contract signature. The leader understands customer journeys across retail, digital and omnichannel and delivers strategies that maximize top line growth, profitability and customer-lifetime value and retention. Acting as the primary point of contact for the customer, the Account Owner builds strong executive relationships, delivers tailored, consultative solutions, and ensures alignment between SG’s offerings and the lottery’s goals. Internally, the role collaborates across functional teams to ensure seamless execution and project delivery. The ideal candidate is data-driven, financially savvy, an exceptional communicator and negotiator, and able to operate both strategically and hands-on to deliver results in a fast-paced, cross-functional environment.

This role will be located in one of the following states:  California, Washington, Idaho, Oregon, Montana or Wyoming.

Strategic Leadership & Business Ownership

• P&L accountability for their jurisdiction across all SG product lines (Instant, Licensing, Systems, Retail, Digital product).
• Develops and maintains both a short and long-rang strategic account plan focused on growth and profitability.
• Leads regular business reviews, check-ins, and strategic meetings with account team and Customer.
• Drives jurisdiction-specific growth strategies across all verticals with a holistic, omnichannel approach.
• Shapes and executes RFP strategies, including pre-planning, win strategies, and internal alignment.

Client Relationship Management

• Acts as the primary point of contact for their customers across all SG product lines.
• Builds and maintains strong, trust-based relationships with executive and key lottery stakeholders.
• Manages customer satisfaction through proactive communication and issue resolution.

Sales & Solution Development

• Understands customer challenges and aligns SG products to exceed lottery business goals.
• Is an expert in our product solutions and understands how they interconnect to product exponential value to our customers.
• Identifies and qualifies opportunities for new, cross-sell, and upsell solutions.
• Delivers consultative, value-based proposals and tailored solutions.
• Leads the full sales cycle from prospecting to deal negotiation to contract signature.

Internal Collaboration & Project Execution

• Coordinates with internal teams:
  • Customer and commercial success teams: Sales, Strategy, Operations (Product Verticals), Communications (Brand/Product), Finance and Support (HR, Legal, etc).
  • Support: Finance, Technology, GR, Legal, HR
• Brings in subject matter experts as needed to support customer goals.
• Ensures project delivery and alignment with customer expectations

Financial, Data, & Operational Acumen

• Verifies and audits sales projections and monthly forecasts
• Provides data-driven insights and recommendations to customers.
• Leads development business cases with financial justifications and ROI.
• Understands market trends, customer KPIs, and regulatory needs.

Qualifications

• A minimum of 5 years’ experience in a relevant field (iGaming/iLottery Ideal).
• A minimum of 10 years’ experience with managing and owning large customer operations focused on driving revenue growth and profitability through effective operations and strategic management in the digital and interactive space.
• Experience selling SaaS products and with digital technology, solutions and products, including understanding requirements and functionality.
• Experience managing accounts to advance product and marketing plans
• College degree, MBA a plus
   

Skills/Abilities

• Self-motivated, organized, and driven by outcomes.
• A strong work ethic and perseverance is necessary to succeed in a dynamic, fast-moving and results oriented environment
• Strong negotiation skills and ability to “turn a no into a yes”, Showing persistence in creative ways to influence the customer.
• Proven ability to navigate and lead difficult customer conversations, ensuring issues are addressed directly while maintaining best interest for customers and SG.
• Ability to operate with a senior level mindset, strategic yet hands-on.
• Ability to effectively communicate to all levels of the organization, internally and externally.
• Ability to deliver dynamic presentations to showcase the value of the product or service they are proposing.  Be able to tie in the “why” this will solve a potential customers problem.
• Must understand the financial picture of any financial deal. Know how to close deals to achieve company goals while ensuring the customer’s satisfaction
• Project / product / marketing and or operations experience required
• Ability to work independently, and possess strong organizational and time management skills
• Tech savvy within the digital content space
• Proficient in MS Office (Word, Excel and PowerPoint)
• Experience drafting proposals and presenting in front clients/colleagues is ideal

SG is an Equal Opportunity Employer and does not discriminate against applicants due to race, color, sex, age, national origin, religion, sexual orientation, gender identity, status as a veteran, and basis of disability or any other federal, state or local protected class. If you’d like more information about your equal employment opportunity rights as an applicant under the law, please click here for EEOC Poster.