At Igt (International Game Technology), an Account Executive is a critical, high-impact growth driver responsible for managing and expanding B2B partnerships across casinos, state lotteries, and digital gaming platforms. You will act as the primary bridge between Igt’s cutting-edge gaming solutions—ranging from land-based slot cabinets and casino management systems to digital gaming portfolios—and key operators in your designated territory.

This role requires a unique blend of strategic sales acumen, relationship management, and regulatory navigation. Because Igt operates in a highly regulated global market, your work goes beyond transactional sales; you will structure complex, multi-year lease and purchase agreements that directly influence casino floor layout and lottery operations. Your success in this position directly impacts the revenue, market share, and brand presence of Igt in competitive gaming markets.

For a motivated sales professional, this role offers the chance to work with industry-leading products and shape the future of entertainment. You will collaborate with cross-functional teams, including product management, compliance, and field services, to deliver tailored solutions that meet the evolving demands of casino operators and players alike.

To succeed in your interviews for the Account Executive position at Igt, you should prepare for questions that assess both your sales methodology and your adaptability. The following questions are representative of what candidates have experienced in real interviews, categorized by key evaluation areas.

Sales Strategy & Territory Management

These questions evaluate your ability to analyze a market, build a pipeline, and close complex B2B deals.

• How do you prioritize accounts within a newly assigned territory?
• Describe your approach to managing long-term sales cycles with high-value clients.

Preparing for an Account Executive interview at Igt requires a structured approach. You must demonstrate not only your sales capability but also your readiness to navigate a complex, highly regulated business environment.

Role-Related Knowledge – You must understand the fundamentals of the gaming and lottery industries. Be ready to discuss how casino floors generate revenue, the difference between participation (leasing) and sale models, and how Igt's products fit into an operator's strategy.

Problem-Solving Ability – Interviewers want to see how you structure your sales approach. Be prepared to explain how you analyze client pain points, map solutions to their needs, and overcome objections regarding cost or regulatory hurdles.

Leadership & Influence – As an Account Executive, you must lead the sales process internally and externally. Show how you influence stakeholders, coordinate with technical teams, and drive deals to completion without direct authority over support teams.

Culture Fit & Adaptability – Igt values professionals who can thrive in dynamic environments. Show that you are resilient, comfortable with shifting territories or product scopes, and committed to representing the company with high ethical standards.

The interview process for the Account Executive position at Igt is designed to be straightforward, professional, and highly focused on your past sales performance and industry alignment. Most candidates experience a streamlined progression that allows them to showcase their experience without unnecessary hurdles.

The journey typically begins with a quick, informative phone screen with a recruiter to review your basic qualifications, territory experience, and career goals. Following a successful screen, you will move to interviews with the hiring manager and key team members. These conversations dive deep into your sales methodology, relationship-building skills, and how you handle complex account scenarios. Depending on the specific business unit, you may also meet with HR or participate in a technical round if the role involves specialized casino management systems or digital products.

The visual timeline above outlines the standard progression of the interview stages for this role. Candidates should use this layout to budget their preparation time, focusing heavily on past sales achievements during the initial stages and shifting to strategic and domain-specific knowledge for the final rounds. While the process is typically fast-paced, some variance may occur depending on the specific location and business unit.

To excel in your interviews, you must understand the core competencies Igt interviewers evaluate. Focus your preparation on these primary areas.

B2B Sales Methodology

Igt looks for seasoned sales professionals who use structured methodologies rather than relying solely on relationship selling. You must demonstrate a systematic approach to identifying, qualifying, and closing high-value deals.

Be ready to go over:

• Value-based selling – How you articulate ROI to operators beyond just the hardware cost.
• Pipeline management – Your process for moving deals from initial contact to contract execution.
• Negotiation strategies – How you protect margins while securing long-term commitments.
• Advanced concepts (less common) – Structuring complex recurring revenue and participation agreements.

Example scenarios:

• "Walk me through a complex deal you closed that required buy-in from multiple corporate stakeholders."
• "How do you calculate and present the total cost of ownership (TCO) to a prospective client?"

Adaptability & Navigation of Ambiguity

The gaming industry is dynamic, and internal structures, territories, or product focuses can sometimes shift. Interviewers want to ensure you can maintain high performance and clarity even when the operational landscape is evolving.

Be ready to go over:

• Thriving in ambiguity – How you maintain productivity when roles or expectations change.
• Agile planning – Adapting your territory strategy in response to market shifts or organizational realignments.
• Proactive communication – Keeping internal stakeholders aligned during periods of transition.

Example scenarios:

• "Describe a time when your sales territory or target customer base was redefined mid-year. How did you adjust your strategy?"
• "How do you handle a situation where internal product timelines slip, affecting your commitments to a client?"

Product & Industry Acumen

While Igt provides product training, demonstrating an understanding of gaming operations, player psychology, and competitive dynamics will set you apart.

Be ready to go over:

• Casino operations – How slot machines, table games, and systems integrate to drive casino revenue.
• Regulatory awareness – The impact of local gaming commissions and compliance requirements on sales.
• Competitive landscape – Identifying Igt's strengths relative to other major gaming manufacturers.

Example scenarios:

• "How would you pitch a premium Igt game cabinet to an operator who currently relies heavily on competitor machines?"
• "What trends do you see shaping the future of land-based versus digital gaming over the next three years?"

As an Account Executive at Igt, your day-to-day activities will revolve around relationship management, strategic selling, and market expansion. Understanding these core responsibilities will help you speak confidently during your interviews.

• Relationship Management: Maintain and deepen relationships with existing casino, lottery, or digital operators. You will act as their strategic advisor, helping them optimize their floors or platforms with Igt solutions.
• New Business Development: Prospect and secure new sales opportunities within your assigned territory. This involves identifying untapped markets, pitching new product lines, and expanding Igt's overall footprint.
• Cross-Functional Collaboration: Work closely with product management, marketing, compliance, and field services to ensure seamless delivery and implementation of sold systems and cabinets.
• Market & Performance Analysis: Regularly analyze product performance data on casino floors to make proactive recommendations to clients, ensuring their Igt portfolio delivers maximum yield.