Account Executive
About Lucra
Lucra is the leading technology provider of real-money gamification services. Our B2B technology facilitates real money contests on partner platforms or within their own app, available on iOS and Android. Lucra's white-label, Software Development Kit (SDK) provides partners with a comprehensive, turnkey solution to embed gamification technology directly into their platforms. This innovation offers features previously unavailable to enterprise clients, including real-money, peer-to-peer contests within their platforms. Lucra is changing the way fans engage with their friends by introducing a new, digital, social-first gaming experience.
About the Role
We are seeking an Account Executive to spearhead revenue growth and develop the sales playbook as we scale our category-defining gamification platform. Lucra powers a high-impact, real-money and free-to-play competition engine for consumer brands and entertainment venues—bringing friendly wagering and social contests to where people live, play, and watch. We’re looking for a quota-crushing hunter who can land lighthouse logos, shape our go-to-market motion, and translate product vision into six-figure SaaS deals. You’ll sell into many of the world’s most recognizable names in hospitality, entertainment, and sports—from boutique bowling alleys to global golf operators—so you must intuitively understand how these audiences like to play, watch, and compete, and how Lucra’s competition layer lifts spend-per-visit and dwell time. The ideal candidate has a track record of exceeding seven-figure quotas, building 0→1 sales processes, and monetizing large user bases via gamification and social features. This role reports directly to Lucra’s COO, Michael Madding, and will help shape the company’s direction, with a path to building and leading the future sales organization.
Our Ideal Candidate
Founder Mentality: Proven experience in sales or general management (GM), with ownership of P&L or a founder role. Comfortable in early-stage startup environments, where creativity and hands-on problem-solving drive success.
Sales Experience: 4-7 years in B2B SaaS (preferably in sports-tech, ticketing, hospitality, or gaming) with a demonstrated history of success, including achieving annual quotas of $750K+ and consistently surpassing targets (≥120% to quota for 2 of the last 3 years).
Hunter Mentality: Strong track record of sourcing and closing business, with a focus on value-based, multi-stakeholder sales (GMs, CFOs, IT, marketing). Proficient in frameworks like MEDDICC and Command of the Message, with a keen ability to manage complex sales processes.
ROI and Value Creation Expertise: Deep understanding of unit economics, ROI, hold% %, COGS, and financial modeling—able to explain and build ROI narratives for stakeholders.
Regulatory Knowledge: Comfortable working within regulated industries (e.g., UKGC, state gaming), with the ability to quickly grasp compliance and legal nuances related to gaming, data privacy, and payments.
Pipeline Development: Skilled at building and sourcing at least 70% of the sales pipeline through outbound strategies, events, and partner co-selling. Startup Resilience: Thrive in fast-paced, ambiguous environments, making decisive moves even with incomplete information (70% data). Experience building sales processes from scratch (0→1).
Domain Expertise: Experience selling into entertainment venues, hospitality, ticketing, or gaming with a focus on license fee, usage-based, or rev-share pricing models. Process and
Framework Mastery: Familiarity with sales frameworks like MEDDICC and Command of the Message, along with the ability to navigate complex, multi-stakeholder environments.
Data Storytelling: Able to turn data and dashboards into compelling ROI narratives that influence finance and decision-making.
Cultural Fit: Competitive, low-ego, and driven by a passion for Lucra’s mission to enhance experiences and profitability in the industry.
Role Responsibilities
Own & exceed a $1M Year-1 quota - forecast, pipeline build, and land lighthouse entertainment & hospitality logos.
Run full-cycle deals (prospect → demo → negotiate → close) on 6-figure SaaS + rev-share contracts, compressing cycles from 6 → under 3 months.
Create the GTM playbook - define ICP, refine MEDDICC qualification, and document motions that future AEs can follow.
Channel & partner orchestration - identify co-sell opportunities (e.g, loyalty providers) to shorten sales cycles.
Voice-of-Customer conduit - translate prospect feedback into product features, pricing tweaks, and roadmap priorities.
Thought-leadership & evangelism—speak at tech events, publish case studies, and work with founder/investor networks to fill the top-of-funnel.
Metrics guardian - track win-rate, attach-rate, and key KPIs to optimize, presenting deal analytics to execs and the board.
Salary will be based on experience level, commission structure, and quotas will be shared during the later stages of the interview process.