Vice President, Sales

Churchill Downs Incorporated•Dover, NH

About The Position

At Exacta Systems, we’re not just shaping the future of gaming—we’re redefining it. As a leader in historical horse racing (HHR) technology, we create cutting-edge gaming solutions that power thrilling player experiences nationwide. Now part of the Churchill Downs family, we’re backed by a storied legacy of excellence in racing and gaming. This new chapter brings exciting opportunities for growth, stability, innovation, and impact. If you're looking for a career where technology meets tradition and where your ideas drive the future, let’s explore the possibilities together! JOB SUMMARYAs we continue to scale our footprint across new and existing jurisdictions, we are seeking a Vice President of Sales & Revenue to lead and execute our commercial growth strategy. This role is a critical member of the leadership team, responsible for driving revenue growth through a combination of strategic leadership, market expansion, and direct business development. The Vice President of Sales & Revenue will own the end-to-end commercial strategy, including new market entry, partner development, customer expansion, and long-term revenue optimization. This position uniquely blends executive-level strategy, people leadership, and hands-on deal execution. The VP will directly lead and develop a high-impact commercial team while also serving as a key individual contributor in securing and expanding strategic partnerships across jurisdictions.

Requirements

Exceptional leadership and executive presence, with the ability to influence at all levels internally and externally
Strong commercial acumen with a demonstrated ability to develop and execute revenue strategies in complex, regulated environments
Proven ability to lead complex negotiations and close high-value, strategic deals
Ability to balance strategic thinking with hands-on execution in a fast-paced, evolving environment
Strong relationship-building skills with the ability to establish credibility with operators, regulators, and partners
Excellent communication, presentation, and storytelling skills
Demonstrated ability to communicate with clarity, precision, and diplomacy both verbally and in writing
Highly organized with strong project and pipeline management capabilities
Data-driven mindset with the ability to interpret performance metrics and drive informed decisions
Entrepreneurial, proactive, and results-oriented approach
Travel extensively as needed (up to 50%)
Bachelor’s degree in Business, Sales, Marketing, or a related field (MBA preferred).
10+ years of progressive experience in sales, business development, or commercial leadership roles
5+ years in a senior leadership role with direct responsibility for revenue growth and team leadership
Experience within casino gaming or adjacent markets
Proven track record of successfully entering new markets and scaling revenue across multiple jurisdictions
Experience leading and developing high-performing commercial teams
Demonstrated success in both individual contributor roles and leadership positions
Ability to work effectively across different time zones and travel internationally as needed.

Nice To Haves

Strong preference for existing relationships within the domestic and international casino gaming space, with an emphasis on land-based operations

Responsibilities

Own and define Exacta Systems’ overall commercial strategy and revenue roadmap, aligning with organizational growth objectives and market opportunities
Identify, evaluate, and prioritize new market expansion opportunities across jurisdictions, including regulatory considerations and competitive dynamics
Establish revenue targets, pipeline strategy, and performance metrics to drive predictable and scalable growth
Partner with Product, Engineering, and Marketing to align commercial strategy with product roadmap, positioning, and go-to-market execution
Serve as a senior individual contributor in originating, developing, and closing strategic deals across new and existing markets
Build and maintain executive-level relationships with operators, regulators, and key industry stakeholders
Lead complex negotiations, contract structuring, and partnership agreements
Represent Exacta Systems in industry forums, conferences, and strategic discussions to enhance brand presence and market credibility
Oversee and support expansion within existing customer relationships, ensuring long-term partnership success and revenue growth
Lead team to drive retention, upsell, and cross-sell strategies
Ensure a consistent, high-quality customer experience aligned with Exacta’s standards and regulatory expectations
Lead, mentor, and develop a high-performing commercial team, including: Account Executives Strategic Partnership Managers
Foster a culture of accountability, ownership, and continuous improvement across the commercial organization
Provide coaching, guidance, and professional development to team members, enabling both individual and organizational growth
Build scalable structures, processes, and expectations as the commercial function evolves
Serve as a key member of the executive leadership team, contributing to company-wide strategy, planning, and decision-making
Collaborate closely with Product and Engineering to ensure market insights and customer feedback inform product strategy and roadmap decisions
Partner with Marketing (including Product Marketing) to ensure consistent positioning, messaging, and commercial enablement
Provide regular updates to executive leadership on revenue performance, pipeline health, and strategic initiatives
Establish and monitor key performance indicators (KPIs) related to revenue growth, pipeline development, customer expansion, and market penetration
Leverage data and insights to continuously refine commercial strategies and improve outcomes
Ensure disciplined pipeline management and forecasting accuracy
Other responsibilities as assigned in support of Exacta Systems’ growth and operational objectives