spinhireBriefly: a B2B sales manager in iGaming sells to businesses, not players: a casino platform, sportsbook, games, payments or a tracker for operators. A deal takes anywhere from a month to six months, and the price is made up of a setup fee, a monthly fee and a percentage of GGR. A mid-level manager in Cyprus and Malta earns a base of €3500–5000, €2000–3200 remote, plus commission on contracts. Gambling experience isn't required if you can sell complex B2B.
Picture an owner who wants to launch an online casino under a Curaçao license. They need a platform, a few thousand slots from dozens of providers, payment acceptance in Brazil and India, anti-fraud and CRM. They won't build any of it themselves; they'll buy it. And on the other side of the table sits someone who has six months of negotiations to convince them to pick your platform rather than the three others at the same trade show. That is a B2B sales manager in iGaming.
What gets sold, and to whom
The B2B side of the industry is everything operators buy to get a casino or sportsbook running at all. The products vary widely, and the product shapes what the job looks like.
- Platforms, White Label and Turnkey. A ready-made “turnkey” casino or a full platform for your own brand. The longest and most expensive deals.
- Games and aggregators. A slot or live casino provider sells access to its content; an aggregator sells access to hundreds of studios through a single integration.
- Sportsbook and data. A ready-made betting engine, feeds and odds, video streaming.
- Payments. PSPs and high-risk processing: local payment methods, crypto, winnings payouts. We covered the payments side in detail in our article on payments and anti-fraud.
- Surrounding services. Affiliate trackers, CRM, anti-fraud, KYC checks, ad networks.
The clients are casino and betting operators, startups just getting their license, and affiliate teams. So a salesperson has to understand how an operator makes money: what GGR is, where the margin comes from, and why switching platforms for a live casino is open-heart surgery.
How a deal works
A typical cycle looks like this: first contact at a trade show or on LinkedIn, a qualification call, a demo with the product manager, a commercial proposal, negotiation, legal and compliance review, signing and handover to integration. The cycle takes from one to six months, and big platform deals can run even longer.
The price is almost never a single number. Usually it has three parts: a one-off setup fee, a monthly fee and a percentage of the operator's GGR or turnover. Payment providers take a fee on every transaction. The main haggling is over the percentage: the operator wants it lower, you want it higher and with a minimum guaranteed payment. If you want to know how to hold your ground in conversations like these, check out our breakdown of offer negotiation — the mechanics are similar.
Trade shows matter. A significant share of leads come from ICE in Barcelona, SiGMA and SBC. Three to five business trips a year are the norm, and in three days at a booth a salesperson can sometimes build a quarter's pipeline.
B2B sales manager salary
The benchmark is the profession card in the SpinHire catalogue. Amounts in euros, gross monthly base, excluding deal commission.
| Level | Malta and Cyprus | Poland, Romania, Baltics | Remote |
|---|---|---|---|
| Junior | €2300–3000 | €1700–2300 | €1200–1800 |
| Mid-level | €3500–5000 | €2600–3700 | €2000–3200 |
| Senior | €5500–7500 | €4000–5500 | €3500–5000 |
| Lead | €8000–12 000 | €6000–8500 | €5500–8000 |
The variable part is a percentage of the client's first payments or annual contract, sometimes with a separate bonus for upsells. Payment providers and aggregators more often pay a percentage of the referred merchant's turnover, and then one good deal can feed a salesperson for years. For comparison: a B2B account manager who looks after already-signed clients earns €3100–4200 in Cyprus, and a payments manager €3600–5000. You can estimate your own range for your city and grade in salary calculator.
Who’s hiring now
As of 4 October 2026, the SpinHire catalog has 65 openings for “Sales Manager” and 96 for “Business Development”. The market doesn't stick to one title: the same job hides under Sales Manager, Business Development Manager and Account Executive.
Providers and platforms: GR8 Tech is looking for a Senior Sales Manager and, separately, a Senior BDM for LatAm, work from anywhere; SoftSwiss is hiring in Business Development & Sales in Malta and other locations; Hacksaw Gaming wants a BDM for OpenRGS in Msida; Gamingtec a Senior Sales Manager in Limassol. Payments: Nuvei has opened BDM positions in Madrid, Milan, Berlin, Nicosia, São Paulo and Mexico City, with separate openings for high-risk processing. Genius Sports is looking for a BDM and a Head of Business Development for its sportsbook in Latin America. SiGMA World is hiring salespeople for regions including the CIS and LatAm in Limassol. There are also roles requiring Russian, for example a remote BDM for the Russian-speaking market. See the latest positions in job catalogue using the keywords sales, business development and account executive.
How to break into the profession
This is one of the few roles where you can genuinely switch in from another industry without taking a pay cut. Routes:
- From B2B SaaS and fintech sales. The most common route. If you've sold software with a long cycle and multiple decision-makers, all that's left is to learn GGR models and licensing.
- From the affiliate side. Affiliate managers already know the market, the operators and the people at trade shows; what they lack is the skill to run a complex deal.
- From SDR and lead generation. Juniors often start with cold outreach and lead qualification, and after a year or two get their own pipeline.
- From account management. Someone who has looked after clients post-signing knows the product and its weak spots well, and that's a strong argument in a demo.
Experience at SoftSwiss, BetConstruct, EveryMatrix, Slotegrator and similar companies is valued most. At the interview they'll ask about your longest deal, how you got through to the owner, how you handle price objections and how you build a forecast in your CRM. Tool-wise, they expect HubSpot, Pipedrive or Salesforce and LinkedIn Sales Navigator. English at B2+ minimum, in practice closer to C1: demos and correspondence with lawyers happen in English. If your English is shaky, start with our guide to English for iGaming.
Where you go next
The direct ladder: Senior Sales Manager, then Head of Sales and Head of Business Development, and beyond that CCO, the chief commercial officer. Side branches lead to partnerships, key account management or product, if you enjoy figuring out why clients pick a competitor. The connections built up over years of trade shows are the profession's main asset: a strong salesperson with personal contacts among operator owners gets poached all the time.
FAQ
What does a B2B sales manager in iGaming do?
They sell technology to operators and teams: a casino platform, sportsbook, games, a payment solution or a tracker. They run the deal from first contact and demo through to contract signing, then hand the client over to integration.
How much does a B2B sales manager in iGaming earn?
According to the SpinHire catalog, a mid-level manager earns €3500–5000 a month gross in Malta and Cyprus, €2600–3700 in Poland, Romania and the Baltics, and €2000–3200 remote. On top of that comes a percentage of the client's first payments or annual contract.
How is B2B sales different from BizDev in affiliate marketing?
BizDev in affiliate marketing buys and resells traffic, and deals close in days. A B2B salesperson sells technology to operators under contract, and a single deal can take six months.
Do you need gambling experience to sell platforms?
It helps, but it isn't required. A strong salesperson from SaaS or fintech gets hired if they can quickly get to grips with GGR-share models, licensing and how the B2B market works.
What level of English do you need for B2B sales in iGaming?
B2+ minimum, in practice closer to C1: demos, negotiations and correspondence with lawyers are in English. Russian and Ukrainian help with CIS clients, Portuguese and Spanish with LatAm.
Industry events
- SPARK Summit 2026: Software Payments Affiliates Revenue Kickoff · 19.10.2026 · Sofia
- Scandinavian and Nordic Gaming Show 2026 · 22.10.2026 · Copenhagen
- SiGMA World Summit 2026 · 02.11.2026 · Rome
