Endava
Senior Client Partner - Sports and iGaming
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Enterprise iGaming Client Partner • Growth Technology Consultancy – Global Market Leader
By harnessing technology to drive meaningful change, we combine world-class engineering, deep industry expertise, and a people-first mindset to empower leading brands from multiple sectors.
We consult and partner with financial institutions, retail and consumer goods, health and sciences, and public sector enterprises—helping them create digital platforms and intelligent solutions that drive innovation. Join us to shape dynamic digital experiences with real-world impact.
About the Role
The Growth discipline drives business growth, manages high-value partnerships, and provides cutting-edge iGaming sector expertise. Our strategic team helps deliver transformative, profitable results through client advisory services, with deep knowledge of market trends, regulations, and technological disruption.
The Client Partner (iGaming) will serve as a senior leader within the Growth organisation, owning strategic relationships with key iGaming, sports betting, and online casino clients. You’ll shape client expectations, mitigate risks, and unlock new growth opportunities—enabling B2B and B2G organisations to deliver next-generation experiences in a globally regulated environment.
Responsibilities
Commercial Leadership
- Grow revenue across iGaming portfolios by executing strategic plans that foster long-term client retention and expansion.
- Achieve 20%+ revenue growth (or targets agreed with the business) within assigned client accounts.
- Identify and leverage emerging technologies in iGaming (including real-time analytics platforms, blockchain payment solutions, AI-driven personalisation, and regulatory technology stack developments).
Pipeline and Strategy Development
- Collaborate with Business Development Managers (BDMs) to cultivate high-value in-market opportunities while maintaining alignment with a rigorous go-to-market strategy.
- Apply sector expertise to identify untapped revenue streams, especially in regulated and emerging iGaming markets (e.g., APAC, LatAm, geographically expanding jurisdictions).
Client Engagement & Partnership
- Dedicate over 50% of your time to client relationship building—creating value through executive-level engagement, events, and strategic co-creation.
- Frequently engage in industry expos (ICE, SBC, SiGMA) while fostering lasting relationships with C-level stakeholders across tech, sales, marketing, and compliance in sports betting and online entertainment.
- Build and manage personal reputation as a thought leader in high-growth digital regulation and responsible gaming compliance.
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Financial & Performance Accountability
- Forecast and own end-to-end profitability—including revenue, margin, order book performance, profitability metrics, and cash-flow scenarios—to ensure deliverables meet business expectations.
- Ensure all financial activity and contractual engagements fully align with Gaming Commission regulations, AML requirements, and responsible gaming standards.
Strategic Account Growth
- Develop disciplined growth plans using the Client Growth Model (CGM)—focusing on retention, cross-sell/up-sell, renewals, and competitive differentiation.
- Continuously optimise client experience delivery by embedding innovation while addressing risk, compliance, and scalability.
- Produce thought leadership to differentiate our positioning and foster long-term trust with high-value clients.
Operational Excellence & Governance
- Ensure full adoption of governance frameworks and enforce adherence to regulatory compliance (e.g., GDPR, licensing standards, financial transaction integrity).
- Embed performance excellence—both externally (client excellence) and internally—to drive coaching and scalability within the Growth teams.
Key Requirements
Essential
- Deep iGaming industry experience: Proven expertise in player lifecycle management, responsible gaming compliance, and digital strategy—with specific knowledge of regulated online gambling markets.
- Proven commercial success: Track record of building and growing P&Ls by 15%–25%+, including win-back strategies, deal management, and executive-level influence.
- Client consultancy: 7+ years of G2G and B2G relationship management—heading high-visibility accounts in tech, financial, or regulated sectors.
- Regulated experience: Licensing, GDPR compliance, responsible gaming, and cross-border payments must be second nature.
- Analytical mindset: Capability to model market opportunities and debate ROI with stakeholders confidently.
- Strategic communication: Exceptional storytelling ability for internal and C-suite audiences, with creativity in market differentiation.
- Agile innovation: Continuous learning around emerging tech in regulated markets (e.g., RNG, AI moderation, tokenisation, governance compliance tools).
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Preferred
- Experience with enterprise B2B sales cycles in regulated environments, particularly in fintech or gaming.
- Prior leadership of distributed teams or remote-coordinated delivery in regulated sectors.
- Experience with regulatory forensics or working with licensing authorisations in multiple jurisdictions.
- Background in cross-sale strategy or portfolio mining for revenue growth.
Benefits & Growth
Financial Rewards & Recognition
- Competitive salary package, market-leading equity share options, performance-based bonuses, and VRR awards.
- Referral programs with lucrative sponsorships for team recruitment.
- Flexible working models with hybrid options align with your family and scheduling needs.
Impactful Growth Opportunities
- Industry-specific training, deep-dive tech tutorials, and coaching with subject-matter architects.
- Structured paths for management and technical leadership through internal development programmes.
- Cross-functional rotations and mentorship to broaden expertise across B2B Strategy, Product Ownership, and Compliance specialties.
Empowerment & Well-being
- A unique packages of resources, including private and corporate benefits.
- Global psychological well-being programmes and app access (e.g., Headspace, BetterUp).
- Employee Assistance Programme for mental health guidance.
- Volunteer programmes and impact initiatives tied to sustainability and inclusion.
Company Commitment
Endava believes in thriving because people shine. Our vision has always been to create an environment where every voice is valued, every idea is spat up, and every effort drives success.
Accessibility and inclusion are core to our business philosophy. We firmly act on our commitment to foster and equal opportunities for all candidates—regardless of gender, disability, orientation, age, or background.
Team Endava celebrates equality—helping us build solutions that are uniquely diverse and elevate our clients’ audience. If you require assistance during recruitment, seek support for accessibility or adjusted amenities, please let us know how we can help.
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