Junior Sales Executive
Junior Sales Executive is an entry-level sales professional who attracts and manages first B2B partners and operators in gambling projects. The role involves finding leads, running negotiations, and reporting on deals.
What a Junior Sales Executive does
Junior Sales Executive is the first sales position on the team, focused on attracting B2B clients in high-risk verticals. In gambling, this usually means working with affiliate partners, media buyers, and operators who need platforms, white-label solutions, payment services, or traffic services. The role helps the company quickly find new counterparties and test hypotheses across segments without relying on senior managers.
The position typically reports to a Sales Team Lead or Head of Sales (in smaller companies, directly to the business development director). A Junior Sales Executive works from an existing database and scripts, receives targets for leads and meetings, and independently handles first-contact outreach, qualification, and part of the correspondence. The better they understand the product and the regulatory constraints of the vertical, the faster they move on to handling deals independently.
It is important to understand that sales in gambling are almost always long and heavily regulated, involving compliance checks, partner KYC requirements, agreement on terms, and test launches. A junior role does not close deals end to end, but it is responsible for keeping the pipeline filled with quality leads and for making the process transparent and documented.
Responsibilities
- Searching for and initially qualifying leads in B2B databases, at industry events, and through professional communities
- Cold outbound contact by email, messengers, and phone using approved scripts and target segments
- Conducting initial calls and meetings: identifying the partner's goals, budget, geography, and licensing requirements
- Handing over qualified leads to a senior manager with full context documented in the CRM
- Maintaining client records and the pipeline: timely statuses, next steps, and reasons for rejection
- Preparing commercial proposals and presentations using templates approved by the manager
- Helping compile compliance documentation for partner checks (questionnaires, KYC data, business information)
- Supporting test launches and gathering initial partner feedback together with the account manager
- Regular reporting on activity, conversions, and plan performance in one-on-one meetings with the manager
Skills
- Cold communication and the ability to quickly build rapport with a counterpart
- Basic understanding of B2B sales: pipeline, qualification, and deal stages
- Needs identification through open-ended questions and active listening
- Business writing in Russian and English
- Handling objections without pressure and without promises that cannot be kept
- Understanding of vertical terminology: license, GGR, white label, payment methods, KYC
- Self-organization: planning touchpoints and maintaining CRM and reporting discipline
- Accuracy with data and awareness of advertising and communication restrictions in gambling
- Willingness to learn from feedback and review call recordings with the manager
Tools
- CRM systems (Bitrix24, amoCRM, Pipedrive, or similar)
- LinkedIn Sales Navigator and industry B2B databases
- Google Sheets and Excel for lead tracking and reporting
- Email clients and mailing services, respecting anti-spam limits
- Work-profile messengers (Telegram, WhatsApp Business)
- Telephony and call recording systems (for reviewing conversations)
- Google Workspace or Notion for documents and the knowledge base
How performance is measured
- Number of qualified leads over the period
- Number of initial meetings and calls completed
- Conversion from lead to meeting and from meeting to the next pipeline stage
- Completeness and accuracy of CRM data (share of records with all required fields filled)
- Completion of activity targets and task deadlines
- Share of leads accepted by the senior manager without being sent back for rework
By vertical
Gambling
In gambling, a Junior Sales Executive works with partners who need platforms, white-label solutions, payment services, or traffic. Licenses, the geography of permitted markets, and regulator requirements for the partner are highly important, so initial qualification starts with these questions rather than with price. Promises about terms or functionality made without compliance approval are not acceptable here.
Levels
Specialist
The specialist grade means independently handling first contact and lead qualification under the manager's supervision. The responsibility covers the quality of handed-over leads, data completeness, and fulfilling activity targets, but not the final deal or contract terms.
How to get there
Candidates most often come from adjacent fields: SDR or BDR roles at B2B companies, retail or telephone sales, customer support with experience in written communication and handling objections, or marketing with an interest in partner sales. Demonstrating the ability to hold a dialogue, structure information, and work with the CRM disciplined is most important. Experience in gambling or fintech is desirable but not required if the candidate understands the basic logic of the vertical.
To prepare, it helps to study the basics of B2B sales: pipeline stages, qualification using BANT or similar methods, writing cold emails, and building first-call scripts. It is also worth learning the terminology of high-risk verticals (license, KYC, GGR, white label, chargeback) so you can speak the same language as partners in an interview. Practical skills are best backed up by a small portfolio, such as sample emails, scripts, or a breakdown of a sales funnel.
Growth happens from junior to middle level through independently closing small deals, consistently meeting targets, and negotiating terms with the manager's involvement. It is important to ask for feedback on calls, keep personal statistics, and gradually take on more complex partner segments.
Next steps: Sales Executive (middle), Account Manager, Business Development Manager, Partnership Manager, Sales Team Lead
FAQ
Who is a Junior Sales Executive in gambling?
This is an entry-level sales professional who searches for and initially qualifies B2B partners: operators, affiliates, media buyers, and payment providers. They do not manage the deal to completion but hand over leads ready for negotiation to a senior manager. The main goal is to fill the pipeline with quality contacts.
How does a Junior Sales Executive differ from an SDR?
The roles are close, and their responsibilities overlap in different companies. In high-risk verticals, a Junior Sales Executive is often more deeply involved in the product and regulatory requirements and may conduct more substantive first negotiations. An SDR is usually focused strictly on booking meetings according to a script.
Is gambling experience required to become a Junior Sales Executive?
Experience in the vertical is desirable but not always required, especially if the candidate has basic sales or customer support experience. Employers typically look for an understanding of B2B logic, communication skills, and readiness to quickly learn the specifics. Knowledge of industry terms and restrictions makes getting started much easier.
What determines a Junior Sales Executive's income?
The pay structure depends on the company: it may be a base salary with a bonus for meeting targets, or a more complex scheme with rewards for closed deals. The total amount is influenced by region, target volume, product type, and the candidate's experience. Specific figures should be confirmed in the job posting or during the interview.
How quickly can a Junior Sales Executive advance?
The pace of growth depends on independence, lead quality, and consistency in meeting targets. Formal timelines usually matter less than whether the candidate begins closing deals and negotiating terms. Regular feedback and working on call reviews speed up the move to the next level.
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