Vice President, Sales & Revenue

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 SUMMARY

As 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.

ESSENTIAL DUTIES AND 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

Business Development & Market Expansion

• 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

Customer Growth & Revenue Optimization

• 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

Leadership & Team Development

• 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

Cross‑Functional Alignment & Executive Leadership

• 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

Performance Management & Analytics

• 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 Duties

• Other responsibilities as assigned in support of Exacta Systems’ growth and operational objectives

REQUIRED SKILLS AND ABILITIES

• 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%)

EDUCATION AND EXPERIENCE

• 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
• Strong preference for existing relationships within the domestic and international casino gaming space, with an emphasis on land‑based operations
• Ability to work effectively across different time zones and travel internationally as needed.

PHYSICAL REQUIREMENTS & WORKING CONDITIONS

• Ability to sit or stand for extended periods while working at a computer
• Ability to travel as needed (domestic and international) to support business development, partner meetings, and industry events
• Ability to communicate effectively in person, via phone, and through virtual platforms

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or disability.

Work With Us

Churchill Downs Incorporated is an inclusive and fun place to work. We celebrate unique approaches and points of view. We believe diversity is a mindset that drives excellence. We’re always learning, evolving and growing. We innovate through mutual respect of ideas and collaboration. This allows us to build a common language that inspires our team members and propels us toward the achievement of our vision.