Director of Affiliates

We are recruiting on behalf of a fast-growing international iGaming operator headquartered in Bulgaria, with an established presence across multiple regulated and emerging markets. As part of its continued expansion, the company is seeking an experienced Director of Affiliates to lead and scale its global affiliate programme, driving sustainable customer acquisition and long-term revenue growth.
This is a senior leadership position for an affiliate professional with a strong track record in iGaming, extensive partner networks, and proven experience managing high-performing affiliate teams across multiple markets. This is an on-site role based in Sofia, Bulgaria

As Director of Affiliates, you will be responsible for defining and executing the company’s affiliate strategy across sportsbook and casino products. You will oversee affiliate acquisition, account management, commercial negotiations, performance optimisation, compliance, and team leadership. Working closely with the executive team and the CRM, Marketing, Product, BI, and Compliance departments, you will drive profitable player acquisition while upholding the highest standards of partner management and regulatory compliance. The successful candidate will combine strategic leadership with hands-on affiliate expertise and a deep understanding of the global iGaming affiliate landscape.

Key Responsibilities:

Affiliate Strategy & Leadership

• Develop and execute the overall affiliate strategy in line with company growth objectives.
• Define acquisition targets, revenue goals, and partner development plans.
• Identify new market opportunities and affiliate growth channels.
• Build scalable affiliate structures and processes to support international expansion.
• Provide strategic guidance to senior leadership on affiliate performance and market trends.

Affiliate Acquisition & Partnership Management

• Build and maintain relationships with top-tier affiliates, media partners, streamers, tipsters, and content publishers.
• Negotiate commercial agreements, CPA, Revenue Share, Hybrid, and bespoke partnership models.
• Expand the affiliate network across both existing and new target markets.
• Attend industry conferences and networking events to strengthen industry relationships.
• Identify strategic partnership opportunities to support market growth.

Revenue Growth & Performance Optimisation

• Monitor affiliate performance and optimise acquisition quality.
• Analyse player value, retention, ROI, and profitability across affiliate channels.
• Work closely with CRM and BI teams to improve player lifetime value.
• Develop incentive structures and partner activation programmes.
• Continuously review traffic quality and conversion performance.

Team Management

• Lead, mentor, and develop the Affiliate team.
• Establish KPIs, reporting structures, and performance frameworks.
• Recruit and develop affiliate managers as the business grows.
• Foster a high-performance culture focused on accountability and commercial success.

Cross-Functional Collaboration

• Partner with CRM teams to optimise player retention and affiliate player value.
• Work closely with Marketing and Creative teams to develop promotional assets and campaigns.
• Collaborate with Product teams on market-specific opportunities and partner requirements.
• Coordinate with Compliance and Legal teams to ensure marketing activities meet regulatory requirements.

Compliance & Risk Management

• Ensure affiliate activities comply with local regulatory requirements and responsible gaming standards.
• Monitor affiliate marketing practices and ensure adherence to brand guidelines.
• Implement quality control measures to protect brand reputation and acquisition quality.

Requirements:

• 7+ years of affiliate management experience within the iGaming industry.
• Previous experience in a senior leadership role such as Head of Affiliates, Affiliate Director, Director of Acquisition, or similar.
• Strong understanding of sportsbook and casino affiliate ecosystems.
• Proven track record of managing large affiliate portfolios and delivering significant revenue growth.
• Extensive network of affiliate partners across key international markets.
• Strong commercial negotiation skills.
• Experience managing affiliate teams and developing talent.
• Strong analytical skills with the ability to interpret acquisition and profitability metrics.
• Experience with CPA, Revenue Share, Hybrid, and performance-based partnership models.
• Excellent stakeholder management and communication skills.
• Fluent English.
• Experience launching affiliate programmes in new jurisdictions.
• Additional European or LATAM languages would be advantageous.
• Previous experience managing affiliate operations for high-growth international operators.

Get in touch for further details!