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The iGaming industry has grown into a multibillion-euro global powerhouse, attracting professionals from tech, marketing, entertainment, and finance. But for newcomers, breaking into the sector can feel like stepping into a world with its own rules, networks, and fast-moving trends. The question many are asking: How do you actually get started in iGaming?
To provide clarity, we spoke with Catie Di Stefano, marketing director at Vegas Kings, and an influential voice in the iGaming industry today. Known for her insightful commentary and leadership in the space, Catie has built a remarkable career in the industry. Following her recent birthday, we caught up with her to discuss how she got her start—and what advice she has for those hoping to do the same.
Can you tell us about your background and how you first entered the iGaming industry?
Thank you so much for having me, it’s an honor to contribute to iGamingToday. For me, I don’t really have a background except gaming – in 2011, I went straight from high school to joining Betssongroup as a Swedish customer support agent for several of their gaming brands, and from there, I’ve worked my way up.
My entry into the gambling industry started with 18-year-old me googling “Where can Swedish people easily get jobs abroad?” Malta popped up as the Swedish gambling market was booming, and so I started my journey. Initially, the plan was just to stay 6 months… but here we are 14 years later, still in the industry and loving it!
What initially attracted you to the world of iGaming, and what kept you in it?
I’ve always been surrounded by gaming. I grew up in a family that loves computers and TV games. I had some experience with slot games prior to moving to Malta, but it wasn’t until I started working in the gambling industry that I started to understand the entertainment appeal of slots, sports betting, poker, lottery and bingo.
What kept me in the industry was the continuous opportunities to grow in a constantly changing industry. I think our industry is unique in the sense that anyone can come in, learn and grow – no matter what background they have. Considering the industry is always changing in terms of regulations and products, there are endless opportunities to be creative and make a difference.
Personally, my long-term goal with staying in the industry is to have a positive impact on responsible gambling by sharing any experience or information I have from my career.
Many aspiring professionals find iGaming difficult to access – what advice would you give to someone trying to break into the industry?
I think many professionals struggle to enter the industry because they aren’t willing to face the “sweaty” parts of the industry: customer support, VIP management, affiliation and payment/fraud. These are all critical departments for any gaming operation, and if you don’t understand these parts – it won’t be easy to understand platforms, slots, odds, affiliation and the whole core of a gambling experience from a player’s perspective.
On the other hand, these departments are the easiest places to enter the industry because they have such high turnover. Gaming experience in CS, VIP, affiliation, and payments/fraud is so sought after that professionals with this experience often can climb the gaming career ladder much faster, usually within 1-3 years. From there, you can shape your career however you want!
For example, I have no marketing education, but thanks to years of experience, I’ve landed countless marketing roles with fantastic salaries worldwide. In our industry, anything is possible if you work hard and know the right people!
What skill sets or experience are most valuable for someone looking to land their first role in iGaming?
It’s a small industry, and everyone knows everyone, so I’d say that it’s a lot easier for someone to enter the industry and eventually climb the career ladder if they build many relationships. Your competitor today might be your colleague or customer tomorrow, so it’s important to maintain the relationship long-term.
Most of the jobs you get in the industry, entry or senior, will often depend on referrals – so treat everyone with kindness and respect! I’m an introvert, so being social is something I struggle with, but anyone who can be good with people is extremely valuable in the industry, no matter the role.
Are there specific roles or departments (e.g., compliance, marketing, product) where it’s easier for newcomers to start?
Absolutely. As I mentioned earlier, people with gaming experience in customer support, VIP, affiliation, and payments/fraud are highly sought after. If you’re not already a regular gambler yourself, these are often the easiest entry points because they have higher turnover and are great for learning the core of the business.
These departments give you a front-row seat to the player experience, which is invaluable no matter where you want to go next. Even if you’re not a regular gambler yourself, what matters most is understanding how to engage players in a responsible and sustainable way, and these roles are the perfect place to start building that knowledge.
From your perspective, how important is networking in iGaming – and what’s the best way to build those connections?
Super important! For me, who you know tells me a lot about what you do and what type of person you are. The best way to build connections is to engage in the various gaming communities that are available, from large groups like Global Gaming Women and iGB Executive, to simply chatting up people at gaming events or commenting on LinkedIn.
I think it’s also important to remember that relationships take a long time before they might become fruitful, sometimes it might take decades, so it’s critical to maintain all relationships in the industry even if you don’t always see a collaboration opportunity immediately.
And because the industry is so small and relationship-driven, you’ll notice that a lot of hires happen in groups – when someone moves to a new company or launches their own, they often bring their trusted team along with them. That’s why first impressions and early connections really count.
What are the most common mistakes you see people make when trying to enter the iGaming world?
Burning bridges too early. I’ve seen people backstab others in the race for a promotion or opportunity – but our industry is incredibly small. People talk, the truth always comes out, and reputations stay for a long time. How you treat others really matters in the gambling industry. You never know who might be your colleague, boss, or client a few years down the line. Integrity and long-term relationships will take you much further than a quick win.
How has the industry’s landscape changed in recent years, especially in terms of new talent and hiring practices?
In the past, many of us stumbled into the industry by accident and got stuck. Now, younger generations are actively seeking it out as a career path because you can’t study gambling and the industry pays well. That shift has changed how companies hire. There’s more structure, more focus on transferable skills, and a growing awareness around DEI (diversity, equity, and inclusion), which I think is super important.
That said, it’s still a fast-moving, personality-driven industry where relationships and hustle matter more than degrees or titles. Companies are starting to value soft skills and cultural fit more.
For someone coming from a non-gaming background – say, tech or finance – how can they best position themselves to transition into iGaming?
Play the product. Whether it’s slots, sportsbook, live casino or sweepstakes – sign up, deposit, go through the funnel and actually experience what it feels like to be a player. That’s where the magic happens, and it gives you a real understanding of what drives product, UX, marketing, payments and more.
Also, highlight how your skills can solve gaming-specific problems: Are you a fintech person who understands risk and fraud? A developer who’s built gamified products? A marketer who’s worked with strict regulations? It’s all gold if you know how to position your experience in a way that fits the player journey.
Looking ahead, what trends or areas of growth should newcomers keep an eye on?
US regulation is obviously still a hot topic and what I’ve been most passionate about in the last 7 years, where everyone is currently eyeing sweepstakes and prediction markets. But I’d also keep an eye on LatAm and Thailand. Those markets are changing fast. Outside of GEO trends, there’s a lot happening with gamification, AI-driven personalization, and community-driven betting.
What’s one piece of advice you wish someone had given you when you were starting out in iGaming?
Your network is your net worth. In this industry, who you know can open just as many doors as what you know. I’m proud of how I’ve pushed myself out of my introverted comfort zone to build strong relationships over the years, but I wish I had started earlier because you also grow the most when you are uncomfortable. If someone had told me back then how important those connections would be, I might have joined a few more networking events instead of hiding comfortably behind my screen!
What are some of the key terms or phrases every newcomer should learn to better understand the iGaming industry?
Haha, there’s a whole dictionary of acronyms in iGaming, so don’t worry if it feels overwhelming at first! Some of the most common ones are GGR (Gross Gaming Revenue), NGR (Net Gaming Revenue), LTV (Lifetime Value), RNG (Random Number Generator), RTP (Return to Player), CTA (Call to Action), CPA (Cost Per Acquisition), and revshare (Revenue Share). You’ll hear these a lot.
The good news is that most junior roles give you a great introduction to these terms, and over time you’ll naturally pick up not just what they mean, but how they impact business decisions as you grow in your role.
If you could go back to the very beginning of your career, is there anything you would approach differently – and why?
If I could go back, I would have spent more time learning poker and golf – haha! Once you’ve been in the industry for a while, you’ll notice that: A) The industry is male-dominated, but also B) the majority of men in the industry have a preference for poker or golf. If you’re skilled in one of these areas, you’ll build relationships much faster in the industry and join special networking events.
