National Account Director

IGT delivers thrilling, responsible, and unforgettable gaming experiences—from the casino floor to mobile screens—powered by world-class content, technical and commercial capabilities, and a culture of collaboration, accountability, and ownership. With over 6,000 employees across 30+ countries and products in more than 100 jurisdictions, IGT operates at scale while staying closely connected to the customers it serves.

Responsibilities

• Guard and cultivate IGT's strategic corporate customer relationships, orchestrating corporate-wide resources to deliver comprehensive products, services, and solutions.
• Develop and close major sales for assigned customers as the most senior individual-contributor sales account manager.
• Own end-to-end P&L growth for assigned National Accounts, executing multi-year commercial strategies to drive revenue expansion, wallet share, and long-term enterprise value.
• Serve as a trusted strategic advisor to Vice President and C-level customer executives, aligning IGT’s business, technology, and innovation roadmaps with customer objectives.
• Define and articulate the strategic value of IGT’s full enterprise portfolio, including EGMs, game software, Class II, Premium Games/MegaJackpots, systems, bonusing solutions, and FinTech applications.
• Develop executive-facing account strategies and business plans, including growth roadmaps, investment rationales, opportunity portfolios, risk mitigation, and cross-functional execution models.
• Lead executive-level relationship development and governance, cultivating influence with senior decision-makers and managing engagement cadences to support strategic alignment and deal velocity.
• Provide strategic insight on market dynamics, competitor movements, and emerging trends to inform customer strategy and internal product, pricing, and go-to-market decisions.
• Act as the senior escalation point for complex customer issues, driving resolution through executive communication and cross-functional leadership.
• Direct complex commercial negotiations and financial structures, partnering with Finance and Legal to optimize deal economics and recurring revenue models.
• Guide portfolio performance optimization discussions with customer VPs, using analytics and operational insights to recommend conversions, placements, and upgrades.
• Ensure disciplined forecasting and pipeline governance, providing predictable outlooks for revenue, units, and strategic initiatives while maintaining executive-level visibility in Salesforce.com.
• Lead cross-functional alignment at the executive and director level, coordinating teams across Engineering, Product, Systems, Field Services, Client Services, Marketing, and Customer Support.
• Champion the voice of the customer at the enterprise level, influencing product innovation, roadmap prioritization, and investment decisions.

Requirements

• 12+ years of professional experience, with at least 8 years of relevant industry or role-specific experience preferred.
• Bachelor’s degree in Business, Marketing, Finance, or related field; equivalent experience or combination of education and skills considered.
• 8+ years of gaming industry experience strongly preferred.
• 5+ years of experience in a commercial or business-focused discipline such as business development, consulting, sales, partner management, marketing, finance, legal, or product-oriented roles.
• Demonstrated success managing complex external partnerships and identifying new growth opportunities.
• Proven expertise in structuring, negotiating, and managing complex commercial agreements with senior stakeholders.
• Strong proficiency in PowerPoint (executive presentations) and Excel (financial modeling and analysis).
• Experience working within Salesforce.com for pipeline management and forecasting.
• Deep understanding of gaming performance metrics, slot math, segment performance patterns, and product optimization strategies.
• Specialist-level knowledge of the gaming industry ecosystem, slot floor optimization principles, and operator performance drivers.
• Strong analytical, communication, and interpersonal skills, with the ability to build trust and influence decisions at all organizational levels.
• Ability to navigate ambiguity, make sound decisions quickly, and lead stakeholders toward successful outcomes.

Skills

• Building collaborative relationships
• Decision making
• Drive results
• Foster innovation
• Personal energy
• Self-leadership

Pay

The estimated starting compensation range for this role is $150,000 – $170,000 USD, based on a good-faith assessment at the time of posting. Actual compensation may vary depending on skills, experience, education, and geographic location.

Benefits

• 401(k) savings plan with company contributions
• Medical, dental, and vision insurance
• Life and disability coverage
• Paid time off
• Tuition reimbursement
• Wellness programs
• Bonus or commission opportunities (role-dependent)