Account Manager in the iGaming Industry

Publication date: 11 February 2026

In iGaming, an account manager is the ultimate “relationship and revenue driver,” the key person ensuring partners, operators, and key clients maximize their earnings and stay loyal for the long haul.

Account Manager: Key Aspects of the Profession

In iGaming, an account manager is not just about client service but also managed sales, analytics, and product influence. Unlike a traditional salesperson, they work with already connected clients and largely determine how much money these customers ultimately bring to the company.

Account Manager: The True Role

Behind the impressive title, there most often lies the role of a business driver at the intersection of sales, support, and analytics. This person:

understands how the gambling/betting product and affiliate economy function;
speaks with clients in the language of money and metrics (deposits, revenue, retention, margin);
translates partner needs into actionable tasks for product, marketing, and tech teams.

Key Responsibilities of an Account Manager in iGaming

In a traditional view, the role involves:

Onboarding new affiliates/clients: assisting with setup, configuring integrations, guiding through tests;
Managing existing partners: conducting regular calls, resolving issues, planning promotions;
Analyzing metrics: deposits, turnover, NGR, retention, traffic quality;
Preparing and approving promotional campaigns, participating in their launch and results analysis;
Reporting and finance: reconciling statistics and invoices, ensuring payment accuracy;
Attending conferences and exhibitions to represent the company and acquire new affiliates and clients.

Key Differences Between an Account Manager and an Affiliate Manager in iGaming

In iGaming, both an account manager and an affiliate manager are about “money and relationships,” but they are responsible for different revenue streams and work with distinct affiliate types.

	Account Manager	Affiliate Manager
Who do they work with?	B2B clients: such as casino and sportsbook operators, platforms, payment and tech providers. Their world revolves around contracts, integrations, the product, and long-term company-to-company relationships.	Partners: Webmasters, media buying teams, SEO projects, bloggers, streamers. Their world revolves around traffic, offers, CR and affiliate programs.
Which revenue channel are they responsible for?	Income from specific clients/accounts: turnover, GGR/NGR, LTV per operator or brand. KPI: Revenue growth per account, expansion into new GEOs/products, client retention.	Revenue Source: The affiliate channel, measured by traffic volume and quality, FTD, GGR/NGR per affiliate. KPI: Number of active partners, FTD/approved leads, channel profitability, retention of top affiliates.
What exactly do they sell?	The company’s product/service: the platform, games, solutions, commercial terms. Essentially, they sell the client a business outcome: turnover, retention, growth.	The partnership and offers: CPA/RevShare/Hybrid models, rates, target GEOs, caps, promotions. They sell affiliates the confidence that they can earn more with this product and its terms.
Day-to-day tasks and focus	Onboarding and managing B2B clients, coordinating integrations, launching promotions. Regular calls, QBRs, roadmap discussions, client performance reporting. Significant work with product and tech teams; fewer chaotic upsells and quick tests.	Onboarding new affiliates and managing an active database (dozens of partners or more). Daily analysis of traffic stats, approvals, fraud; proposing new GEOs and offers. Constantly engaged in messengers and spreadsheets, perpetually negotiating rates and terms.
Skills and mindset for the role	B2B communication, presentation skills, ability to speak the language of business and product. Systematic approach, managing long sales cycles, strategic planning and focus.	Deep understanding of media buying and sources, ability to interpret data and react quickly. High tolerance for chaos, constant negotiations, and fluctuating traffic volumes and quality.
How to choose what suits you best?	If you enjoy B2B interactions, structured meetings, product development, and long-term deals, then aiming for an account manager role at a provider, platform, or operator is the logical choice.	If you are drawn to media buying, creatives, traffic sources, and constant rate negotiations, then the path of an affiliate manager on the affiliate network side or at an operator is likely a better fit.

Where Does an Account Manager Work in iGaming?

There are several options:

At operators of online casinos and bookmakers: manages VIP players, B2B clients, and local partners.
At game/platform providers: responsible for operators who license games and platform solutions.
At affiliate networks / affiliate platforms: manages webmasters, media buying teams, and influencers.
At payment and tech providers for iGaming: works with casinos and bookmakers, selling them payment solutions, KYC, CRM, etc.

What Does an Account Manager Do Every Day?

A typical day looks like this:

Checks key accounts and metrics from the previous day: deposits, revenue, deviations, complaints;
Responds to partner messages via email and messengers, resolves operational issues;
Holds calls with clients: plans new promotions, discusses results, proposes tests;
Prepares reports and internal tasks for other teams (marketing, product, tech support);
Participates in internal meetings: roadmap discussions, promotion launches, planning updates;
Occasionally prepares materials for conferences, demos, or presentations.

What Exactly Does an Account Manager Sell?

In iGaming, an account manager doesn’t sell a single “product,” but rather the earning potential for an affiliate:

Games, a platform, or traffic that will help the partner earn more;
Commercial terms: RevShare percentages, CPA deals, hybrids, bonus funds, promotional support;
Company resources: technical support, analytics, marketing tools, exclusives.

Therefore, their sales are primarily upsells and cross-sells: increasing volume, expanding into new GEOs, connecting another brand, or growing the promotional budget.

The Core Responsibilities of a Gambling and Betting Account Manager

Essentially, they are responsible for the P&L of their accounts within their sphere of influence:

Revenue from clients/affiliates: turnover, NGR/GP;
Quality and stability: preventing conflicts, minimizing fraud, managing expectations;
Growth: entering new regions, activating dormant affiliates, increasing turnover with key accounts;
Retention: ensuring that major partners and clients do not leave for competitors.

Account Manager Job Posting: Duties and KPIs

In iGaming job descriptions, duties typically include:

Managing existing clients (operators, platforms, affiliate teams);
Launching new clients: from initial contact to full integration;
Participating in the preparation and analysis of promotional campaigns;
Providing regular reporting on client/affiliate performance;
Coordinating with the technical, marketing, and product teams;
Attending industry conferences and business trips.

Typical KPIs:

Increase in revenue and margin from the client portfolio;
Meeting targets for turnover/deposits/revenue;
Number of active affiliates and reduction in churn rate;
Fulfillment of plans for launching new partners/GEOs;
Satisfaction of key clients (measured by NPS/survey ratings).

Who Usually Becomes an Account Manager?

Typically, these are people from:

B2B/B2C sales who enjoy working with “people and numbers”;
Support/VIP-support specialists who have grown into a more business-oriented role;
Marketers/affiliate managers who have moved into a more structured affiliate management role;
Sometimes, analysts and customer success managers from other digital niches.

The key is to combine communication, data analysis, and a sense of ownership.

Advantages of the Profession

Disadvantages and Challenges

High Income: Compensation consists of a base salary + bonuses (typically a percentage of the profit generated by partners). Successful AMs in iGaming earn significantly above the market average.

Career Growth: Path to Senior AM, Head of Affiliates, Key Account Manager, and leadership roles in marketing.

International Environment: Work in multicultural companies, communicating with affiliates from all over the world.

Dynamics and Challenge: No two days are the same. The market evolves quickly, requiring constant learning.

Relocation Opportunities: Popular destinations include Cyprus (Limassol), Malta, CIS countries (Armenia, Kazakhstan, Georgia) and Europe.

High Responsibility: The company’s profit directly depends on your work.

Pressure and Stress: From management (to meet deposit targets) and from affiliates (who want higher earnings).

Affiliate Competition: You must constantly stay ahead to prevent your partners from leaving for competitors.

Irregular Hours: Partners may be in different time zones, sometimes requiring late-night calls.

Industry Specifics: iGaming is a volatile industry heavily dependent on regulations. Potential issues include market blockages and changing legislation.

What Skills are Essential in This Profession?

Key skills include:

Communication and negotiation: The ability to listen, explain clearly, handle objections.
English (and other languages): iGaming is almost always international.
Analytical skills: Understanding reports and metrics, spotting anomalies, financial acumen.
Organization and self-management: Juggling numerous tasks, deadlines, calls.
Stress tolerance and a “thick skin”: navigating conflicts, disputes, tight deadlines.
Basic product knowledge: Understanding slots, lines, bonuses, regulations and payouts.

How is an Account Manager’s Performance Evaluated?

Performance is evaluated across several levels:

Quantitative Results: Meeting targets for turnover/revenue, performance trends of key accounts.
Quality: Client churn rate, number of conflicts, speed of issue resolution.
Processes: Timeliness of reporting, accuracy in documentation, precision in communication.
Teamwork: How transparently they collaborate with marketing, product and tech support teams.

How Much Does an Account Manager Earn in iGaming?

The level of compensation depends on:

Location and work format (office-based, relocation package, remote work);
Seniority level (Junior/Middle/Senior, level of P&L responsibility);
Company type (operator, provider, network, large holding/startup).

The typical structure is:

A fixed base salary + bonus tied to KPI achievement;
At more senior levels, a significant portion of total income comes from bonuses and annual incentives linked directly to account revenue.

How to Break into the Account Manager Profession?

If you’re starting from scratch in iGaming:

Begin in customer support, VIP support, junior sales, or as a junior affiliate manager.
Simultaneously build your skills: English/another language, Excel/spreadsheets, and a solid understanding of gambling/betting.
Aim for an internal transfer to an account management role within your company by requesting a defined client/partner portfolio.

If you already have B2B/B2C experience:

Create a portfolio of case studies: examples of how you grew clients, increased turnover/revenue, and resolved conflicts.
Tailor your resume for iGaming, emphasizing KPIs, multilingual abilities, and experience with digital products.

Where to Look for an Account Manager Job?

International and local job boards (hh.ru, LinkedIn, specialized remote-work platforms);
Specialized iGaming media and Telegram channels (job listings, professional community chats);
Company websites of operators, game/platform providers, and affiliate networks — they often post vacancies directly;
Conferences and meetups: a chance to connect with HR and team leads for a faster, “in-person” entry.

Job Market and Geography

Main hubs: Cyprus (Limassol), Malta, the UK. There are also numerous account manager openings in Poland, Portugal, and CIS countries (serving the Russian-speaking market).
Work format: Remote options are increasingly available. However, for positions above junior level, a hybrid model or office work in a hub is often preferred.

How to Tailor Your Account Manager Resume for Gambling and Betting?

Focus on three key areas:

1. Revenue and Results

Specific figures: growth in turnover, revenue, number of active clients.
Examples: “Increased client revenue by N% over X months,” “Launched Y campaigns resulting in…”

2. Relationship Management

Number and profile of clients/affiliate managed (type, GEO, size);
Case studies: how you resolved conflicts, saved a key account, secured renewals.

3. iGaming Context

Understanding of verticals: slots, live casino, sports, bonuses;
Knowledge of metrics: deposits, GGR/NGR, LTV, retention, traffic quality.
Experience with promotions, industry conferences, working with affiliates/operators.

Resume and Cover Letter Template for an Account Manager in Gambling/Betting

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Account Manager (iGaming) Resume Template
Firstname Lastname
City / Open to Relocation / Remote
Phone: +7 XXX XXX-XX-XX
Email: @
Telegram: @___
LinkedIn: (if available)

Objective

Account Manager in iGaming (gambling/betting): responsible for managing and growing key clients/affiliate, and increasing revenue and retention for accounts.

Summary Profile
- Over X years in digital / iGaming / fintech, with experience working with B2B clients / partners.
- Understanding of gambling and betting economics: deposits, GGR/NGR, LTV, retention, traffic quality.
- Experience managing a portfolio of N+ accounts (operators / affiliate networks / affiliates) and achieving revenue growth of X–Y% per year.
- Strong skills in negotiation, analytics, and cross-functional collaboration (product, marketing, tech).
Read more
Work Experience
1. Account / Client / Partner Manager
Company Name, iGaming / Gambling / Betting
MM.YYYY – Present / MM.YYYY – MM.YYYY

Area of Responsibility:
- Managing a portfolio of N key clients (operators, affiliate networks, large affiliates);
- Onboarding new clients: from initial contact to launch of integration and first campaigns;
- Conducting regular calls and strategic sessions: planning promotions, target GEOs, testing new products;
- Analyzing metrics: deposits, turnover, GGR/NGR, CR, retention, traffic quality;
- Coordinating with technical support, product, and marketing teams on client-related tasks;
- Preparing reports: weekly/monthly account performance reports, forecasts, growth plans.
Key Achievements (preferably with metrics):
- Increased client portfolio revenue by X% within Y months;
- Expanded collaboration with N key accounts by adding new GEOs/ brands / products;
- Reduced client churn from A% to B% over one year;
- Launched N successful promotional campaigns, resulting in a X% increase in deposits during the campaign periods.
2. Affiliate / Sales / Customer Success Manager
Company Name, Industry
MM.YYYY – MM.YYYY

(Keep this section if the experience is relevant: emphasize client/affiliate management, work with numbers and KPIs.)

Key Responsibilities:
- Managing partners/clients and working towards KPIs (revenue, FTD, turnover, NGR);
- Negotiating terms, launching campaigns, and making optimization decisions;
- Analyzing results, preparing reports, and providing recommendations.
Key Achievements:
- Growth in KPIs (describe your 2–3 strongest cases).
Read more
Education
University / Degree
Years of training.

(If you have completed courses in iGaming, affiliate marketing, or sales, add them in a separate section.)

Key Skills
- Account Management: Client relationship management, development, planning, and prioritization.
- iGaming Expertise: Online casino, sports betting, bonuses, basic understanding of licensing.
- Analytics: Excel/Google Sheets, pivot tables, basic BI tools, interpreting traffic and revenue eports.
- Negotiation & Communication: Handling objections, soft skills, presentations.
- Languages: Russian (native), English (B2/C1), others (if applicable).
- Tools: CRM (specify name), ticketing systems, task managers (Jira/Trello/Asana), Slack/Teams, Google Workspace/Microsoft Office.
Additional Information
- Willingness to travel for business trips and attend iGaming conferences;
- Strong interest in the product: slots, live casino, sports, iGaming trends.
Read more
Cover Letter Template
Subject: Account Manager (iGaming) — Firstname Lastname

Text:

Hello [HR Name/Team],

My name is [Your Name], and I am applying for the Account Manager position in iGaming.

I have [X] years of experience working with clients and partners in the digital/iGaming sector. In my current/most recent role, I manage a portfolio of [N] accounts and I am responsible for driving revenue growth, retention, and launching joint promotional campaigns.

Briefly on relevant experience:
- Managed clients in the gambling/betting sector: operators, affiliate teams, networks;
- Increased turnover for key accounts by [X%] within [Y] months by implementing [specific actions: new GEOs, promotions, products];
- Regularly work with iGaming metrics: deposits, turnover, GGR/NGR, conversion, retention, traffic quality;
- Build long-term relationships through QBRs, joint marketing planning, and resolving complex situations with a “win-win” approach.
Why I am particularly interested in your company:
- [1–2 specific reasons: your product, target markets, approach to partners, brand positioning].
- [If you are familiar with their brands/markets, mention it: “I have experience working with similar GEOs/audiences…”].
What I can bring to the account manager role:
- A systematic approach to managing client portfolios with a focus on driving account revenue growth, not just operational support;
- Strong communication and analytical skills: the ability to discuss financial results and performance with clients in a clear, relatable manner;
- An understanding of the gambling and betting industry specifics, and a readiness to quickly immerse myself in the nuances of your products and target markets.
I am ready to discuss how my experience and approach to account management can help your team achieve its revenue and market development goals.

My resume is attached for your review.
Thank you for considering my application.

Sincerely,
[Firstname Lastname]
Phone: +7 XXX XXX-XX-XX
Email: @
Telegram: @___
LinkedIn / Portfolio (if available)
Read more

An account manager in iGaming is a prestigious, high-paying, yet demanding career path for ambitious, communicative, and digitally-savvy individuals. It is an ideal fit for those who enjoy blending communication with analytics, are unafraid of responsibility, and want to grow within a dynamic international industry.

FAQ

Who is an account manager in iGaming and how do they differ from a classic salesperson?

An account manager in iGaming is a “relationship and revenue manager,” responsible for the income and long-term development of existing clients and affiliates, rather than one-off sales. This role combines the functions of a salesperson, analyst, and project manager: they understand the product (gambling/betting), interpret key metrics (deposits, NGR, retention), and translate client needs into actionable tasks for the product, marketing, and technical support teams.

What are the key differences between an account manager and an affiliate manager in iGaming?

An account manager primarily works with B2B clients such as casino and bookmaker operators, platforms, and payment or tech providers. Their responsibility is the turnover and margin of specific accounts, as well as expanding into new GEOs and product lines. An affiliate manager focuses on affiliates and traffic (webmasters, media buying teams, SEO projects, bloggers). Their core responsibilities include FTD, traffic quality, CPA/RevShare rates, and the development of the affiliate program.

What are the main responsibilities and KPIs for an account manager in gambling and betting?

An account manager’s responsibilities include onboarding new clients, managing existing ones (calls, planning promotions, issue resolution), analyzing metrics for deposits, turnover, NGR, retention, coordinating and launching campaigns, reporting, and attending conferences. Typical KPIs include growth in revenue and margin for the account portfolio, meeting turnover/deposit targets, number of active partners, reduction in churn rate, and satisfaction of key clients.

What skills are needed to become a successful account manager in iGaming, and where do people in this profession typically come from?

Strong communication and negotiation skills, good English proficiency, the ability to work with numbers and reports, organizational skills, stress tolerance, and a basic understanding of gambling/betting products and metrics are essential. People often enter this profession from B2B/B2C sales, customer/VIP support, affiliate management, or client-facing roles in other digital niches, gradually shifting their focus towards revenue management and strategic client development.

How are compensation and career progression structured for an account manager in iGaming?

Compensation typically consists of a fixed base salary and performance bonuses tied to KPIs for the managed account portfolio. At more senior levels, bonuses can form a significant portion of total income and are often directly linked to generated revenue and margin. Career progression moves from a junior role with a small client pool to middle/senior positions handling key accounts and P&L responsibility. Beyond that, the path can lead to roles such as Head of Account Management, Sales/Commercial Director, or positions in product/business development within iGaming companies.