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Maurice, Head of Business Development at Xsolla Holding Company: Advize Career Interview
A journalism degree unexpectedly launched a career in gaming! Maurice's path from broadcast news and online journalism to Head of Business Development at Xsolla showcases a dynamic pivot fueled by passion and strategic career moves.
This role involves diverse responsibilities: overseeing business development, operations, and strategy across a portfolio of companies, including sales support, process optimization, and strategic investments.
The work is fast-paced and demanding, requiring flexibility, strategic thinking, financial acumen, and exceptional relationship-building skills.
Maurice thrives on the variety, collaboration, and impact of contributing to a fun, passionate industry that brings joy to millions.
Entry-level positions often begin with analyst or coordinator roles, gradually increasing responsibility, highlighting the value of networking and maintaining strong relationships throughout a career.
The interview provides invaluable insights into the gaming industry, the challenges and rewards of business development, and the importance of adaptability and a "fail fast" mentality in a dynamic, evolving business environment.
Advizer Information
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Job Title
Company
Undergrad
Grad Programs
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Maurice Scarborough
Head of Business Development
Xsolla Holding Company
University of Missouri - 2010
UCLA Anderson School of Management, MBA
Creative Writing, Journalism
Gaming
Sales and Client Management
Scholarship Recipient, Pell Grant Recipient, Took Out Loans, Worked 20+ Hours in School, First Generation College Student
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Career Path of a Head of Business Development at Xsolla Holding Company
Maurice's career path started with a journalism degree and roles in broadcast news and online journalism, but a passion for video games led to a pivot into market research and consulting within the gaming industry. After 10 years at a consulting firm, including a transition into business development and further education, Maurice now leads business development for a gaming FinTech holding company, leveraging "the business side" knowledge gained from years of experience and relationship building.
Main Responsibilities of a Head of Business Development at Xsolla Holding Company
Maurice's role as Head of Business Development at Xsolla involves overseeing "business development, operations and strategy across the portfolio of companies," including sales team support, process optimization, compensation program restructuring, and leveraging technologies like AI and blockchain to enhance products. A significant portion of their responsibilities also focuses on "advising on potential acquisitions," conducting due diligence, and making strategic investments in promising companies.
A Day In The Life Of A Head Of Business Development At Xsolla Holding Company
A Head of Business Development's week involves "multiple meetings" with various stakeholders, including direct reports, potential investors, and companies seeking investment, requiring strategic planning and addressing urgent issues. This role demands juggling diverse tasks, from due diligence on acquisitions to internal reporting, necessitating dedicated "focus time" to manage the varied demands of the position.
Most Important Skills for a Head of Business Development at Xsolla
Maurice, Head of Business Development at Xsolla, identifies "flexibility" in execution and thinking as crucial, requiring the ability to "pivot" and "keep an open mind" amidst diverse daily tasks. Strategic thinking, coupled with strong financial analysis skills—"managing P&Ls" and ensuring profitability—are equally vital for success in this demanding role, which involves constant data synthesis and decision-making within time constraints.
Favorite Parts Of Being A Head Of Business Development At Xsolla
Maurice enjoys the "variety of work" in their Head of Business Development role at Xsolla, a position reflecting a career path prioritizing diverse experiences—from journalism's "different story every day" to strategic planning, hands-on execution, client relationship management, and global travel. This variety, combined with "brainstorming and collaboration," keeps the work engaging and fulfilling.
Biggest Challenges Faced by a Head of Business Development at Xsolla Holding Company
Maurice's biggest challenge as Head of Business Development is effectively managing a diverse portfolio of companies, describing it as "keeping it all together," similar to managing multiple children, each demanding unique attention and resources. This requires exceptional time management and mental agility to swiftly transition between diverse issues while maintaining focus and avoiding detrimental delays.
Favorite Parts of Working in the Gaming Industry as a Head of Business Development
Maurice, Head of Business Development at Xsolla, enjoys the gaming industry's "fun" environment filled with "passionate people," and finds it rewarding to contribute to products bringing "joy to so many people's lives." This passion extends to attending industry events, learning about emerging technologies, and strategically planning for future industry trends to benefit Xsolla's clients and the industry's overall growth.
What Type Of Person Thrives In The Gaming Industry, According To A Head Of Business Development At Xsolla
Maurice, Head of Business Development at Xsolla, highlights the diverse skill sets needed in the gaming industry, noting that while "a fun-loving" attitude and creativity are beneficial, a strong work ethic is crucial, especially given the potential for "crunch" periods near game launches. The industry demands adaptability and a willingness to handle last-minute changes, reflecting the complexities of bringing a consumer-facing product to market.
What a Head of Business Development at Xsolla Wishes They Had Known Before Entering the Startup Industry
Maurice, Head of Business Development at Xsolla, emphasizes the fast-paced, "startup" environment at a 17-year-old company, highlighting the need to be prepared for a constant shift in priorities—"every day is just, you're working on something different"—and embracing the "fail fast, fail hard" mentality. This rapid iteration, while familiar from Maurice's previous startup experience, contrasts sharply with their 12 years in a traditional corporate setting, providing valuable insight into the demands of a dynamic, evolving business.
Entry-Level Positions For Aspiring Business Development Professionals
Entry-level business development roles often start as "business development analyst associates" or "coordinators," supporting senior colleagues in sales and account management, "taking notes...logging that information into the CRMs," and gradually taking on more responsibility. Career progression typically involves managing a portfolio of accounts and clients, with some entry-level roles focusing more heavily on "cold calling and selling as many products as possible" from the outset.
Significant Career Lesson from a Head of Business Development at Xsolla
Maurice, Head of Business Development at Xsolla, emphasizes the paramount importance of relationship building in a successful career, stating that "business development is all about the relationships you maintain and develop". This relational approach, prioritizing client wellbeing and long-term partnerships over transactional interactions, has fostered deep trust and resulted in clients who "don't even bid out projects to anybody else".
College Experiences That Helped a Head of Business Development at Xsolla Succeed
Maurice's success stems from prioritizing relationship building, learned during journalism studies and exemplified by helping a professor move, which unexpectedly led to Maurice's first job. This approach emphasizes reciprocal helpfulness, maintaining connections with peers and professors as invaluable assets for long-term career advancement because "you never know where somebody...is going to be a decade down the road".
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