Director, Business Development - Loyalty

About the Role

Fanatics is building a leading global digital sports platform, creating a seamless experience for fans across commerce, collectibles, and gaming. As part of this mission, our Fan Ecosystem team plays a critical role in driving customer engagement and lifetime value across the Fanatics ecosystem.

We are seeking a Director, Loyalty Business Development to grow Fanatics’ loyalty propositions, FanCash and Fanatics ONE, through strategic third party partnerships. In this role, you will lead key phases of the partnership deal cycle, driving significant customer and business value through these relationships.

Key Responsibilities

1. Develop Partnership Pipeline

• Partner with commercial team to develop loyalty partnerships strategy: analyze market landscape, identify priority verticals that align with our customers’ interests and build a targeted list of potential partners
• Lead proactive outreach and manage inbound opportunities to build and maintain a strong, diverse partnerships pipeline
• Develop clear value propositions and partnership theses tailored to different verticals and partners

1. Drive Deal Sourcing & Commercial Negotiation

• Identify, evaluate, and prioritize potential partners based on strategic fit, customer value, and revenue potential
• Lead end-to-end deal execution, including structuring partnership models, defining commercial terms, and aligning on success metrics
• Partner with commercial and finance teams to ensure deal terms align with business objectives and deliver measurable ROI
• Navigate complex negotiations with a focus on creating mutually beneficial, long-term partnerships

1. Own Contracting Processes

• Lead the contracting process from term sheet through execution, partnering closely with Legal to draft, review and finalize agreements with input from key stakeholders
• Ensure contracts clearly define scope, deliverables, performance metrics and governance models

1. Support Onboarding & Ongoing Management 

• Act as the "deal champion" internally, aligning Product, Engineering, Marketing, Operations and others on launch requirements and resource commitments to ensure successful partner integration and launch
• Build standardized onboarding processes to decrease the time-to-market for new partners
• Post-launch, support partner management teams as needed to evaluate success of partnership and identify expansion opportunities  

Qualifications

• Bachelor’s degree preferred
• 8+ years of experience in business development or strategic partnerships at high-growth consumer companies
• Experience in sports, gaming or loyalty ecosystems is a plus
• Highly analytical, detail-oriented and strong business sense
• Demonstrated success leading and influencing large, cross-functional teams to deliver complex business initiatives at scale
• Experience negotiating complex agreements and finding win-win solutions
• Experience managing significant budget, financial, or P&L responsibilities, including evaluating trade-offs to maximize return on investment 
• Ability to build and succinctly present business case and returns analyses
• Excellent communication and relationship-building skills; experience working with senior internal and external stakeholders
• Comfortable working in a fast-paced, evolving environment with multiple priorities
• A self-motivated individual and good team player that takes accountability and ownership of own work
• Able to work out of the Fanatics NYC office a minimum of three days per week