Director of Revenue

Job description

About Us Accel Entertainment, Inc. (NYSE: ACEL) is a growing provider of locals-focused gaming and one of the largest terminal operators in the United States, supporting more than 29,000 electronic gaming terminals in nearly 4,700 third-party local and regional establishments and 20 self-operated gaming locations across ten states. Through exclusive long-term contracts, Accel serves licensed non-casino locations including bars, restaurants, convenience stores, truck stops, gaming cafes, and fraternal and veteran establishments. Accel provides its local partners with a turnkey, full-service, capital-efficient gaming solution that encompasses manufacturing, content, payments, loyalty, 24/7 customer service, data analysis and reporting, and cash logistics. The Company’s racino, Fairmount Park - Casino & Racing, features live racing, electronic gaming machines, live table games, food and beverage amenities, and pari-mutuel betting. Job Description : DUTIES AND RESPONSIBILITIES Territory Revenue Strategy: Own the territory revenue plan, including growth targets, account-retention goals, market priorities, coverage model, and resource allocation. New Account Acquisition: Build and execute a repeatable go-to-market plan that identifies, qualifies, advances, and closes new location opportunities in priority segments and geographies. Account Growth and Retention: Direct the strategic management of the existing portfolio to strengthen partner relationships, protect retention, increase play and revenue, and identify expansion opportunities. Pipeline and Forecast Management: Maintain a rigorous sales cadence for opportunity reviews, pipeline health, forecast accuracy, conversion rates, and next-step accountability; use CRM data to improve outcomes. Sales Performance Management: Set clear expectations and measurable performance standards for Regional Managers and their field teams; review results regularly, recognize strong performance, and address performance gaps promptly and fairly. Sales Leadership: Lead, coach, and develop field teams; establish consistent sales routines, account-management standards, and escalation practices across the territory. Talent and Succession: Partner with Human Resources to recruit, select, onboard, develop, and retain high-performing sales and field leaders; maintain an active succession and capability-building plan. Key Account Leadership: Personally sponsor strategic and at-risk accounts, lead executive-level partner conversations, and resolve complex commercial or service issues in coordination with internal teams. Market Intelligence: Monitor competitive activity, local-market trends, customer needs, and regulatory developments; translate insight into territory actions, account plans, and acquisition priorities. Cross Functional Execution: Coordinate with Operations, Marketing, Finance, Legal, Compliance, and other partners to deliver reliable launches, account improvements, promotions, service recovery, and commercial commitments. Commercial Discipline: Ensure proposals, agreements, game recommendations, and revenue initiatives align with company policy, delegated authority, profitability objectives, and regulatory requirements. Business Reviews and Reporting: Present clear territory performance, risks, opportunities, talent needs, and action plans to senior leadership; use leading and lagging metrics to drive continuous improvement. Compliance and Ethical Leadership: Model ethical conduct and reinforce adherence to Company policies, gaming regulations, licensing requirements, and responsible-business practices throughout the organization. Adaptability to Evolving Responsibilities: Undertake additional tasks and duties as needed to support team goals and business needs. QUALIFICATIONS Bachelor’s degree in Business, Marketing, or a related field preferred; equivalent combination of education and relevant experience considered Six or more years of progressively responsible outside sales, territory management, business development, account management, or related commercial experience Demonstrated success achieving revenue goals through both new-account acquisition and retention and growth of existing accounts Experience managing sales pipelines, territory plans, forecasts, CRM discipline, and performance metrics Strong executive presence and ability to build trusted relationships with local bar, restaurant, convenience store, truck stop, and nonprofit or fraternal organization leaders Sound business judgment, negotiation skills, financial acumen, and ability to make data-informed decisions Ability to lead through change, set priorities, organize complex work, and thrive in a fast-paced, field-based environment Strong written, verbal, presentation, and interpersonal communication skills Valid driver’s license and clean driving record Minimum of 21 years of age Ability to obtain and maintain a Sales Agent License from the Illinois Gaming Board PHYSICAL DEMANDS AND WORK ENVIRONMENT Typical office environment Extensive travel within assigned region Base Pay Range : $120,000-150,000/yr This range represents the low and high end of the anticipated base salary range for this position. The base salary will depend on a number of factors such as: qualifications, experience level, and skillset. Voluntary full-time employment benefits include medical, dental, and vision; life, AD&D, critical illness, and hospital insurance; short and long-term disability; identity/legal protection; as well as access to FSA and HSA accounts. Full and part-time employees are eligible to contribute to traditional and/or Roth 401(k) plans. Our Employee Assistance Program (EAP) offers counseling for a multitude of topics including (but not limited to) mental health, finances, adult care, disability, and grief. Accel Entertainment is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.