Head of Commercial

THE COMPANY

Torpedo Entertainment is a B2B iGaming technology group. We build and operate the infrastructure that online casino and sportsbook operators run on: a player account management platform, a games aggregation layer carrying more than 7,500 titles from over 100 studios through a single API integration, sportsbook, turnkey casino, business intelligence, managed services and dedicated hosting. We also own and operate our own game studio.

Our model is aggregation-first and studio-neutral. Operators connect once and reach the whole catalogue, and can take as much or as little of the surrounding platform as they need, from a single content feed through to a complete managed casino and sportsbook. We hold several gaming licences and supply operators across regulated and emerging markets worldwide.

We are a little over one hundred people across five offices, plus a network of development and studio partners. We are privately held, profitable in our core lines, and small enough that individual hires visibly change the trajectory of the business.

The commercial function has been rebuilt from the ground up. The design is finished: a single commercial line reporting to the CEO, marketing folded into it rather than standing alone, four people carrying a sales number instead of one, and three new language-specific hires opening Russian, Spanish and Mandarin-speaking markets. The role is held on an interim basis until a permanent appointment is made. You are not inheriting a caretaker's compromise. You are inheriting a plan, a budget and a team that has been sized for you.

THE ROLE

You will own the commercial line end to end: demand, supply, marketing and the number. Commercial ownership of the aggregator and the platform sits with this role: pricing, packaging, catalogue strategy and the terms we go to market on are yours to set. Technical ownership sits with the CTO. That split is deliberate.

THE TEAM YOU WILL LEAD

• Sales, three new roles: Russian, Spanish and Mandarin speaking, remote, currently being recruited alongside this appointment. You will inherit or complete that recruitment.
• Account Management: existing operator and provider relationships, revenue growth and retention across all existing partners,

WHAT YOU WILL OWN

Demand: the operator side

• The commercial strategy and the number. Set the target model, the territory split and the quota framework across four verticals
• Pipeline definition: client selection, forecast accuracy, onboarding planning and a CRM strategy that reflects reality rather than optimism.
• Personally lead the largest and most complex deals: multi-product agreements combining PAM, aggregation, sportsbook and managed services.
• Pricing and packaging across every line: revenue share, minimum guarantees, licence fees, integration fees and managed services.
• Contracting, in cooperation with Legal, so that commercial terms are both winnable and enforceable.
• Retention and account growth. In this business, most of next year's revenue is already sitting in this year's accounts.

Supply: the studio side

• Studio and content partnerships: which studios we sign, on what terms, and which we let go. Our catalogue runs to more than 7,500 titles from over 100 studios. Curation is a commercial lever, not an archive problem.
• Negotiating supply agreements: revenue share, exclusivity, first-look arrangements, launch commitments and marketing support.
• Content strategy by market: what performs in CIS, in Latin America, in Asia, and what we should be acquiring or commissioning that we do not have.
• The commercial relationship with our own game studio: what it builds, for whom, and how that content is positioned against third-party supply.
• Network campaigns, tournaments and promotional mechanics that operators actually want and that studios will co-fund.

Marketing and market presence

• The B2B marketing function now sits inside the commercial line. You own positioning, messaging, the Torpedo brand in market, content, and the pipeline that marketing is accountable for generating.
• The events calendar (SiGMA, SBC, ICE, G2E Asia and the regional shows) as a commercial investment with a measured return, not a stand and a bar tab.
• Analyst, media and partner relationships, and the case for Torpedo in a crowded supplier market.

Commercial ownership of the product

• Be the voice of the market inside the business. The roadmap should be shaped by what operators will pay for, and you are the person who evidences that.
• Work with the CTO on integration throughput. The elapsed time from signed operator to live traffic is a commercial metric, and you should be pushing on it.
• Feed commercial requirements into the Nexium AI-first platform build so that what ships is sellable.

THE FIRST TWELVE MONTHS

• Make your own assessment of the team, the pipeline and the forecast within the first month, and tell us honestly what you find.
• Complete recruitment of the three language-specific sales roles and get them productive: territory, target, tooling and a working pipeline.
• Publish a pricing and packaging framework agreed with the CFO, and apply it to every new deal.
• Rebuild the forecast so that it is trusted. A forecast the board can plan against is worth more than a forecast that flatters.
• Complete a full offering and supplier review: what earns its place, what is renegotiated, what is de-scoped and what we are missing by market.
• Deliver the year-one commercial number and leave a covered, credible pipeline behind it.

WHAT YOU WILL BRING

Essential

• Eight years or more in B2B iGaming commercial roles, with at least three leading a sales or commercial team and carrying a number for it.
• Experience inside a game studio or a game aggregator is a very significant advantage and is the single strongest differentiator in this process. We want someone who has sat on the supply side of the content chain, not only the demand side.
• A demonstrable operator network across at least two of our target regions, and evidence you have converted that network into signed revenue.
• Genuine commercial negotiation capability: revenue share, exclusivity, minimum guarantees and multi-year terms.
• Understanding of the technical product you are selling (PAM, aggregation, integration models, wallet types, certification and go-live) sufficient to be credible with an operator CTO without a colleague in the room.
• Team leadership across time zones and cultures, including remote sellers you will not see every day.
• Forecasting and pipeline management. We will ask how accurate your last four quarters were and expect a straight answer.
• Willingness to travel: industry events, operator visits and studio partners, at a realistic level of thirty to fifty per cent in peak periods.
• Fluent English.

Strongly advantageous

• Prior responsibility for both supply and demand: signing studios as well as selling to operators.
• Marketing ownership as well as sales, given the blended structure of this line.
• Experience in CIS, Latin American or Asian markets, and the regulatory and payment realities of each.
• Experience building or rebuilding a commercial function from a low base.
• Additional languages, particularly Russian, Spanish, Portuguese or Mandarin.
• Existing relationships with the recognised aggregators and platform providers, and a clear view of where we win and lose against them.

HOW WE WILL MEASURE YOU

• New signed revenue and net revenue retention across the existing book.
• Forecast accuracy against the committed number.
• Number of live, revenue-generating operator integrations, and time from signature to first traffic.
• Gross margin on new business. Volume at the wrong price is not a win.
• Catalogue performance: revenue per title, supplier concentration and the commercial return on content acquisition.
• Team performance: quota attainment across the four selling roles, and retention within the line.

WHAT WE OFFER

• A competitive base with a commission and bonus structure geared to the commercial outcome. Discussed openly at first interview, not held back to offer.
• A direct line to the CEO, a seat at the leadership table, and a team already budgeted and structured for you.
• Full commercial ownership of the aggregator and platform: pricing, packaging and terms are yours to set.
• A business small enough that your decisions are visible in the numbers within a quarter.
• Cyprus base with genuine remote flexibility, or a strong remote arrangement for an exceptional candidate.
• Travel and events budget, and relocation support where relevant.