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Head of Revenue

2 weeks ago

Cape Town, Western Cape, South Africa I-Konect Global Full time R150 000 - R250 000 per year

Job Summary

The Director of Revenue, Africa will own end-to-end revenue generation for our online casino & betting businesses on the African continent. 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 country specific, local market dynamics, regulatory landscape, and consumer behavior.

Key Responsibilities

Strategic Leadership

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

P&L & Financial Management

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

Sales & Account Management

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

Pricing & Yield Optimization

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

Go-to-Market & Product Partnerships

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

Cross-Functional Collaboration

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

Requirements

Experience:

  • Minimum 8–10 years in revenue leadership, sales management, or commercial roles within iGaming, sports betting, online gaming, or fintech.
  • Mandatory: Demonstrated success growing P&L and proven track record of hitting ambitious revenue and margin targets specifically within the African continent.
  • Must have managed or led a project/product line generating at least USD 50 million in Gross Gaming Revenue (GGR) annually.

Technical Skills:

  • Deep understanding of betting economics: odds compilation, margin setting, yield management dashboards.
  • Strong financial acumen: P&L management, forecasting, budgeting, and KPI
  • Proficiency with analytics tools (SQL, Tableau/Looker) and CRM platforms.

Market Expertise:

  • Extensive experience operating in and launching products across the African gaming market is essential.
  • Background in crypto-enabled wagering or blockchain-based gaming products is desirable.
  • Fluent English mandatory, additional African official languages (e.g., Afrikaans, Zulu, Xhosa) an asset.

Leadership & Communication:

  • Exceptional people leader—experience scaling and coaching cross-cultural teams.
  • Excellent communicator with C-suite exposure; comfortable presenting to senior stakeholders.

Personal Attributes:

  • 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.

Education:

  • Bachelor's degree in Business, Finance, Economics, or related field. MBA or advanced degree is a plus.

What We Offer

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