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Xailient Inc. · 1 month ago

Director of Business Development – Casino Technology

United States

Full-time

Remote

Director/Executive

8+ years exp

Xailient Inc. provides Face Recognition and edge computer vision AI to customers globally, and they are seeking a seasoned Director of Sales to accelerate channel partnerships and drive the adoption of their vision-AI platform in the casino industry. The role involves owning revenue success, identifying high-value opportunities, and leading a high-performance sales team while working closely with various stakeholders in the casino ecosystem.

Artificial Intelligence (AI)Computer VisionInformation Technology

Responsibilities

Define and execute Xailient’s go-to-market strategy for casino operators, gaming properties, and regulated gaming organizations

Develop sales forecasts, pipeline plans, and revenue growth targets aligned with company goals

Identify opportunities where Xailient’s computer vision technology can enhance loyalty, floor operations, and compliance workflows

Drive enterprise sales cycles involving multiple stakeholders— marketing, loyalty, IT, operations, and compliance

Build, manage, and expand relationships with casino management system providers and integrators, game providers, and technology resellers

Develop structured partner programs, including certifications, enablement resources, incentive models, and co-selling motions

Support partners through joint customer engagements, technical scoping, pricing strategies, and integration readiness

Drive growth through OEM partnerships and strategic alliances that embed Xailient’s AI into third-party hardware and casino management systems

Understand and speak authoritatively with casino customers about their operational challenges and opportunities

Provide industry expertise to inform product prioritization and integration roadmaps

Serve as a knowledgeable resource on deployment architectures, compliance considerations, casino operational organization and workflows

Identify casino groups, tribal gaming organizations, and single & multi-property operators for enterprise adoption

Lead enterprise engagements from prospecting to negotiation and contract execution

Expand inside existing accounts through cross-selling/upselling of new AI capabilities, modules, and use cases

Represent Xailient at industry conferences including G2E, ICE, IGA, and tribal gaming events

Implement scalable sales operations processes, including CRM discipline, forecasting, and performance metrics

Recruit, train, and lead a high-performance sales team with expertise in regulated industries and technology integrations

Foster a culture of accountability, continuous improvement, and customer-centric execution

Work with product, engineering, and AI research teams to translate customer needs into technical requirements

Partner with marketing to create casino-focused campaigns, case studies, partner materials, and demand-generation strategies

Ensure smooth handoff from sales to Customer Success and Deployment teams for long-term retention and value delivery

Qualification

B2B technology salesCasino technology experienceChannel sales modelsCasino operations expertiseEnterprise deal closingHardware/software integrationAI/vision concepts translationExecutive-level presentationCommunicationNegotiation skills

Required

8–12+ years of B2B technology sales experience, with at least 5 years in casino technology, gaming systems, and/or casino operations

Demonstrated success working with Casino Management Systems providers and channel sales models

Proven track record closing complex enterprise deals with casinos

Strong understanding of casino operations, compliance requirements, and game tech adoption processes within casinos

Existing relationships with casino operators, tribal gaming councils, casino marketing and loyalty directors, casino compliance directors, and integrator networks

Experience selling solutions involving hardware/software integration, & analytics or AI

Ability to translate technical AI/vision concepts into clear business value for operators

Excellent communication, negotiation, and executive-level presentation skills

Experience in regulated procurement and RFP-driven sales processes