Director, Merchandising Partnerships

Owns the strategic direction and business performance of a portfolio of WNBA licensing and merchandising partnerships, with accountability for revenue growth, product innovation, and brand expansion across key consumer product categories. It translates departmental objectives into multi-year growth strategies and annual business plans, independently sets portfolio priorities within agreed business objectives, and leads complex initiatives across categories, channels, and teams. As the senior relationship lead for the portfolio, the position influences internal leaders and external partner executives to maximise the value of league and team intellectual property.

• Own the development and execution of multi-year merchandising and licensing strategies and annual partner growth plans, setting priorities across new product development, retail expansion
• And marketing activations and making tradeoffs within approved plans to deliver portfolio and departmental growth objectives.
• Direct licensing operations across the portfolio, including product approvals, marketing collateral reviews, contract and deal memo development, compliance, and partner reporting.
• Lead commercial negotiations with senior partner stakeholders in partnership with Legal and the group lead, resolving complex issues.
• Own portfolio revenue planning, financial forecasts, and performance reviews in partnership with Finance, establishing measurable business targets, assessing results against plan, leading corrective action on performance gaps, and presenting growth opportunities, risks
• And investment recommendations to senior leadership.
• Lead complex, large-scale partnership initiatives across Finance, Legal, Marketing, Events, and Basketball Operations, aligning senior stakeholders on objectives, resource commitments, and decision-making, guiding cross-functional teams
• And holding initiative owners accountable for milestones and business outcomes.
• Own the strategy and growth of the WNBA's international merchandising business, setting market priorities and leading licensing and retail expansion across key international markets in coordination with regional office staff, with accountability for revenue performance, distribution expansion
• And long-term business development.
• Direct category analytics and reporting to shape departmental planning and identify emerging market opportunities, prioritising direct-to-consumer and cross-category growth initiatives using consumer insights, market trends, and business performance data.
• Influence Team brand and retail leaders to align league and team merchandise strategies with broader marketing priorities, resolving competing interests and building agreement on opportunities that expand retail reach and grow the consumer products business.
• Partner with the group lead to shape departmental priorities and long-term growth plans, independently leading designated strategic initiatives and special projects from business case through execution with accountability for agreed outcomes.
• Own the strategy and end-to-end business performance of the memorabilia and game-worn product acquisition programme, including coordination with Teams and partners, setting operating priorities, resolving issues, and driving revenue performance against plan.

• Strong strategic planning and business development capabilities, with the judgment to set priorities across a complex portfolio, evaluate tradeoffs, and translate departmental goals into executable growth strategies.
• Deep understanding of licensing, merchandising, retail, consumer products, and partnership ecosystems, including emerging industry trends and marketplace dynamics.
• Exceptional relationship management and negotiation skills, with the ability to influence senior internal leaders and external partner executives, navigate competing interests, and secure alignment on significant commercial decisions.
• Strong financial acumen, including budgeting, forecasting, revenue planning, royalty analysis, and business performance evaluation, with clear accountability for using these insights to deliver business results.
• Proven ability to lead complex, large-scale initiatives and cross-functional teams, make independent decisions, and balance near-term performance with long-term strategic objectives.
• Excellent communication, presentation, and executive storytelling skills, with the ability to present clear recommendations, explain commercial tradeoffs, and communicate business results to senior leadership.
• Highly analytical and data-driven mindset with experience leveraging market intelligence, consumer insights, and performance metrics to inform decision-making.
• Strong leadership and people development skills, with a track record of setting direction, developing talent, and holding teams and initiative owners accountable for results.
• Passion for sports, apparel, trading cards, and collectibles, with an understanding of the evolving women's sports landscape and fan marketplace.
• Bachelor's degree required.
• 10-15 years of progressive experience in licensing, consumer products, merchandising, partnerships or a related field.
• Demonstrated success owning and growing complex licensing and merchandising portfolios, with accountability for revenue performance, senior partner relationships, commercial negotiations, and strategic business planning.
• Experience setting and executing multi-year category growth strategies across multiple consumer product categories and distribution channels, with measurable business results.
• Proven ability to lead complex, large-scale initiatives across Finance, Legal, Marketing, Operations, Digital, and external partner organisations, aligning senior stakeholders and guiding cross-functional teams through execution.
• Demonstrated leadership experience setting business priorities and making independent commercial decisions, including resolving complex issues and delivering results in a fast-paced environment.

• MBA or other advanced degree preferred.
• Prior experience managing, mentoring, and developing high-performing teams preferred.
• Experience within sports, entertainment, media, retail, or consumer products industries strongly preferred.

• Eligible employees have the option of working remotely one day per week.

• Annual discretionary performance bonus, awarded at the sole discretion of the Company and subject to any terms and conditions set by the Company.
• Medical, dental, and vision coverage.
• Life/AD&D insurance.
• Short- and long-term disability.
• Fertility and family-forming assistance.
• Wellbeing allowance.
• Educational assistance.
• Mental health coaching/therapy.
• Tax advantaged accounts such as HSA and healthcare/dependent care FSAs.
• 401(k) retirement plan.
• Time off benefits that include vacation, sick time, and personal days.