Lotteries Director - GTM & Revenue Strategy

Job Title: Lotteries Director – GTM and Revenue Strategy

At Stride, we proudly partner with foundations and not-for-profit organizations to raise critical funds through professionally managed lottery programs. Our work helps generate millions of dollars annually in support of life-changing healthcare initiatives, groundbreaking research, and essential community services across Canada. By combining strategic insight, operational excellence, and a deep commitment to our clients’ missions, we help deliver high-impact results that make a real difference in the lives of Canadians.

Position Overview

We are looking for a strategic, results-driven leader to join our team as Director, Lotteries – GTM & Revenue Strategy. In this role, you will be accountable for the performance, growth, and delivery of our professionally charity lottery programs.

You will lead the development and execution of lottery revenue strategies—including pricing, product design, market timing, and go-to-market planning—while overseeing delivery execution and fostering long-term partner growth. This role is also responsible for ensuring an exceptional client experience and strong program outcomes, both directly and through a high-performing cross-functional team.

The ideal candidate brings a blend of product marketing, revenue strategy expertise, program delivery and excellent client relationship management skills. This person will lead a cross-functional team responsible for lottery strategy, planning and project delivery and growing pipeline. You’ll play a pivotal role in shaping our programs, mentoring a growing team, and driving innovation in a highly regulated, impact-focused environment.

Key Responsibilities

Strategy, Pricing & Go-to-Market

• Lead lottery revenue strategy, including ticket pricing, package design, prizing recommendations, bundling, packaging, campaign timelines lottery product gaming and lifecycle-driven strategies to match campaign phases with player behaviour.
• Build and iterate financial models to guide partner planning, predict revenue outcomes, and optimize customer conversion.
• Collaborate and align go-to-market plans across Marketing, Tech, and Call Centre to ensure seamless execution across channels.
• Monitor competitive activity and market saturation to inform launch windows, positioning, and pricing strategies.

Customer Success & Account Growth

• Serve as the senior relationship owner for clients, cultivating alignment and engagement from onboarding through campaign wrap-up and into future cycle.
• Develop account plans, aligned with partner revenue and program goals, with regular progress check-ins.
• Identify and execute on client-value-added growth opportunities including upsell, renewal, and geographic expansion.
• Proactively manage customer health using insights from support and performance data.
• Act as an escalation point, ensuring swift resolution to protect long-term satisfaction.
• Deliver executive-level partner strategic performance reviews grounded in detailed campaign analytics and insights.

Project Management & Delivery Oversight

• Oversee cross-functional readiness and execution for each campaign, ensuring compliance, accuracy, and high-quality delivery in regulated markets.
• Manage timelines, milestones, and issue resolution in collaboration with internal delivery teams.
• Lead post-campaign retrospective analysis to support continuous improvement in performance delivery and partner outcomes.

Sales Enablement & New Logo Support

• Provide strategic support to new logo acquisition efforts.
• Ensure sales initiatives align with company strategy and support high value, long-term partnerships.
• Support proposal development, pricing strategy, and positioning for new opportunities.

Leadership & Team Development

• Lead and develop the lotteries team across lottery strategy, coordination, and campaign delivery.
• Foster a culture of collaboration, accountability, and excellence across functional areas.
• Participate in organizational planning, cross-department coordination, and executive-level discussions related to growth, operations, and partner management.
• Ensure team members are empowered to execute effectively while maintaining high standards for delivery outcomes.

Qualifications

• Bachelor’s degree in marketing, Business, or a related field; MBA or advanced degree is preferred.

• 8+ years of experience in Go-to-Marketing planning, product marketing, and/or strategic operations - ideally in a B2B or regulated environment.
• 6+ years Leadership experience managing teams and driving cross-functional initiatives.
• Proven track record of managing complex client relationships and delivering results in multi-stakeholder environments.
• Strong expertise in pricing strategy, revenue forecasting, and post-campaign analytics.
• Hands-on project or program management experience, ideally involving external clients.
• Excellent financial modeling and presentation skills.
• Familiarity with Canadian lottery/gaming regulations is an asset.