Director, Collector Strategy and Segmentation

Fanatics Inc

New York (NY)

On-site

USD 168,800 - 210,000

Full time

14 days+

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Job summary

A leading sports merchandise company is seeking a Director of Collector Strategy and Segmentation in New York. This pivotal role involves defining shopper journeys and strategies for various collector segments, ensuring tailored experiences from first touch to long-term advocacy. Candidates should have over 8 years in growth strategy or analytics within e-commerce, with strong analytical and leadership skills. The position offers a salary range of $168,800 to $210,000, underscoring the importance of experience and strategic insight.

Qualifications

8+ years of experience in growth strategy, customer segmentation, or analytics in e-commerce.
Proven experience defining customer segmentation frameworks at scale.
Strong analytical skills and familiarity with experimentation design.
Deep understanding of customer value exchange models and cohort economics.
Cross-functional leadership with alignment capabilities.

Responsibilities

Define and own the collector journey and segmentation framework.
Translate collector motivations into actionable segments.
Partner with teams to inform lifecycle marketing and product experiences.
Lead strategy for VIP and high-value collector experiences.
Design and manage collector value exchange programs.
Establish measurement standards for segmentation-driven initiatives.

Skills

Growth strategy

Customer segmentation

Lifecycle marketing

Analytics

Analytical skills

Cross-functional leadership

Strategic thinking

Passion for sports

Tools

Amplitude

Job description

Director, Collector Strategy and Segmentation

New York, NY, United States (On-site)

Job Description

About the Company

Fanatics Collect is a global product and technology group dedicated to revolutionizing the world of collectibles. Every single day our team of experienced product leaders, engineers, and operators obsesses over how to create the ultimate collector experience with our products: Topps.com, the direct to consumer ecommerce platform of the Topps brand, Fanatics Collect, the most trusted and dynamic collector focused marketplace, and our collector focused live shopping platforms, Fanatics Live and Voggt.

We have the unique advantage of being backed by Fanatics - the world’s largest sports merchandiser, with more than 900 global sports relationships, over 90 million reachable fans, and exclusive licensing deals with the MLB, NFL, and NBA among many others - but we’re a nimble, ambitious team building products from the ground up.

If you're passionate about building world class products and share our love for sports fans and collectors, Fanatics Collect offers an exciting opportunity to be part of a dynamic team creating the future of collecting.

About the Role

We’re seeking a Director of Collector Strategy & Segmentation to define how different types of collectors move through our ecosystem—from first touch to long-term advocacy—and to ensure we deliberately tailor experiences, value exchange, and investment by segment.

This role owns the collector segmentation and journey framework across Fanatics Live, Fanatics Collect, and Topps.com. You will serve as the internal authority on collector behavior, value, and lifecycle progression—ensuring that segmentation drives differentiated strategy across product, marketing, and operations.

Responsibilities

Define and own the collector journey and segmentation framework across the ecosystem (Acquisition → Advocacy).
Translate collector motivations and behaviors into actionable, measurable segments with clear goals and value propositions.
Partner with cross-functional teams to ensure segmentation informs lifecycle marketing, acquisition, product experiences, and collector benefits.
Lead the strategy for VIP and high-value collector experiences, grounded in segmentation and ROI.
Design and manage collector value exchange programs (e.g. FanCash, Fanatics One) with a focus on segment economics and personalization.
Establish measurement standards for segmentation-driven initiatives, including test/control design and long-term value impact.
Define and own key segment-level KPIs (retention, LTV, frequency, advocacy) and hold teams accountable for segment outcomes.
Collaborate cross-functionally with Product, Tech, Data, Brand, and Lifecycle teams to embed segmentation into strategies and execution.
Hire and develop a high-performing team focused on journey design, segmentation frameworks, and impact discipline.
Act as a strategic thought leader on collector-centric segmentation across the Growth organization.

Qualifications:

At least 8 years of experience in growth strategy, customer segmentation, lifecycle marketing, or analytics in e-commerce, marketplaces, or gaming.
Proven ability to define and operationalize customer segmentation frameworks at scale.
Strong analytical skills and familiarity with experimentation design, impact measurement, and analytics tools like Amplitude.
Deep understanding of customer value exchange models, cohort economics, and strategic portfolio management.
Demonstrated cross-functional leadership and ability to drive alignment without direct authority.
Strategic thinker with executional rigor; capable of operating from high-level frameworks down to tactical delivery.
Passion for sports, fandom, or the collectibles space strongly preferred.

The salary range for this position is $168,800 - $210,000, which represents base pay only and does not include short-term or long-term incentive compensation. When determining base pay, as part of a final compensation package, we consider several factors such as location, experience, qualifications, and training.

About Us

Fanatics is building a leading global digital sports platform. We ignite the passions of global sports fans and maximize the presence and reach for our hundreds of sports partners globally by offering products and services across Fanatics Commerce, Fanatics Collectibles, and Fanatics Betting & Gaming, allowing sports fans to Buy, Collect, and Bet. Through the Fanatics platform, sports fans can buy licensed fan gear, jerseys, lifestyle and streetwear products, headwear, and hardgoods; collect physical and digital trading cards, sports memorabilia, and other digital assets; and bet as the company builds its Sportsbook and iGaming platform. Fanatics has an established database of over 100 million global sports fans; a global partner network with approximately 900 sports properties, including major national and international professional sports leagues, players associations, teams, colleges, college conferences and retail partners, 2,500 athletes and celebrities, and 200 exclusive athletes; and over 2,000 retail locations, including its Lids retail stores. Our more than 22,000 employees are committed to relentlessly enhancing the fan experience and delighting sports fans globally.

About the Team

Fanatics Collect is the leading global platform for collectors, providing a trusted place to seamlessly connect, buy, sell, trade and store collectibles. Today, Fanatics Collect is home to a marketplace that connects buyers and sellers through fixed-price listing and auctions, a vault where collectors can safely store their collections, and a live commerce platform, Fanatics Live, where collectors can join their community for live-stream shopping of collectibles.

Job Info