Director of Revenue – São Paulo

Work Type

On site

Work Location

N/A, Sao Paulo, Brazil

Salary (Open to discuss)

Negotiable

Overview

The Director of Commercial Revenue, Brazil will own end-to-end revenue generation for our betting business in Brazil. 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 specifically for the Brazilian market. This role requires a deep understanding of the local market dynamics, regulatory landscape, and consumer behavior

Description

Strategic Leadership

• Develop and execute a comprehensive commercial revenue strategy aligned to corporate ob-

jectives and tailored for the Brazilian market.

• Define revenue targets, pricing models, and product-level margin goals for Brazil.

• Present business cases and performance updates to the Executive Committee and Board.

P&L & Financial Management

• Own full P&L accountability for Brazil—drive top-line growth while maintaining profitability.

• Monitor KPIs (ARPU, CLV, CAC, churn, yield) and implement corrective actions specific to the

Brazilian market.

• Partner with Finance to build rolling forecasts, annual budgets, and quarterly reforecasts for

Brazil.

Sales & Account Management

• Build, mentor, and scale a Sales & Account Management function covering key segments in

Brazil (aliates, VIP/High-Value Players, B2B partners).

• Set clear targets, compensation plans, and performance metrics for all commercial teams in

Brazil.

Pricing & Yield Optimization

• Design dynamic odds and margin structures based on the Brazilian market, event type, and

customer segment.

• Implement data-driven pricing models (e.g., yield management, real-time odds) to maximize

revenue in Brazil.

• Partner with Trading/Analytics to refine pricing algorithms and A/B test new approaches for the

Brazilian market.

Go-to-Market & Product Partnerships

• Collaborate with Product, Marketing, and Operations to launch new markets, products, and

features relevant to Brazil.

• Identify and negotiate commercial partnerships (platform integrations, co-marketing alliances)

within Brazil.

• Coordinate with Compliance/Legal on licensing requirements in Brazil.

Cross-Functional Collaboration

• Work closely with Marketing to drive acquisition campaigns, influencer programs, and retention

initiatives in Brazil.

• Align with Customer Support and CRM on lifecycle communications, reactivation, and VIP servicing for Brazilian customers.

• Partner with Analytics to translate data insights into actionable revenue-generating initiatives

for the Brazilian market.

Requirements

• 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 Brazilian market.

• 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.

• Strong financial acumen: P&L management, forecasting, budgeting, and KPI dashboards.

Proficiency with analytics tools (SQL, Tableau/Looker) and CRM platforms.

Market Expertise

• Extensive experience operating in and launching products within the Brazilian gaming market

is essential.

•Background in crypto-enabled wagering or blockchain-based gaming products is a plus.

• Fluency in Portuguese is required.

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.

Why Join Us

• Lead revenue strategy for a high-growth, innovative betting platform in the exciting Brazilian

market.

• Opportunity to build and shape the commercial organization in Brazil from the ground up.

• Competitive compensation, equity participation, and global career development.

Interview Process

2 – 3 rounds