Market Development Lead

Oxford University Press; Cary (NC); On-site; USD 135,000 - 165,000; Full time

Job summary

Oxford University Press in Cary, NC seeks a Market Development Lead to lead the development, negotiation, and execution of complex AI and data licensing agreements, establishing sustainable long-term revenue streams from OUP's academic content while ensuring robust protection of intellectual property.

The role builds OUP's position as a strategic partner to AI developers, technology companies, and enterprise organizations, collaborating across Legal, Product, Editorial, Journals, and Finance to

Responsibilities

• Lead end-to-end sourcing, structuring, and negotiation of AI/content licensing agreements
• Build and manage relationships with AI companies, platforms, and enterprise clients
• Identify and pursue new licensing opportunities including training datasets, RAG, and reinforcement learning
• Develop and execute commercial strategies to grow revenue from AI licensing
• Structure complex agreements involving data, content, and model usage rights
• Lead negotiations on pricing models, revenue share, guarantees, and usage rights
• Ensure IP ownership, derivative outputs, and training data rights are properly addressed
• Partner with Legal, Product, Editorial, Journals, and Finance teams to implement agreements
• Track deal progress, forecast revenue, and report to senior leadership
• Monitor partner performance and identify expansion opportunities

Job description

Job Title: Market Development Lead

Location: Cary, NC, US, 27513

Salary: 150,000

Division: Academic

Department: Journals Commercial Sales

As the world's largest university press, Oxford University Press combines global reach with a deep understanding of local audiences. We are committed to publishing serious non-fiction and partnering with authors whose authority, insight, and originality illuminate the issues that shape public discourse. If you share that passion, you may be an ideal fit for us.

With a presence in more than 50 countries and millions of customers worldwide, OUP publishes books that inform debate, illuminate the past, and help shape the future. An idea championed at OUP can have truly global impact.

More about OUP

Advancing Knowledge and Learning

About the Role

To lead the development, negotiation, and execution of complex AI and data licensing agreements, establishing sustainable long-term revenue streams from OUP's academic content while ensuring robust protection of intellectual property.

The role will play a critical part in building OUP's position as a strategic partner to AI developers, technology companies, and enterprise organizations.

Key Accountabilities

1. AI Licensing Business Development

• Lead end-to-end sourcing, structuring, and negotiation of complex AI/content licensing agreements
• Build and manage relationships with world's biggest AI companies, technology platforms, and large enterprises
• Identify and pursue new licensing opportunities, including emerging use cases (e.g. training datasets, RAG, reinforcement learning)
• Develop and execute commercial strategies to grow revenue from AI licensing

2. Deal Structuring and Negotiation

• Structure complex agreements involving data, content, and model usage rights
• Lead negotiations on commercial terms including pricing models, revenue share, guarantees, and usage rights
• Ensure appropriate treatment of IP ownership, derivative outputs, and training data rights

3. Strategic Partnerships & Market Development

• Develop and manage relationships with key industry players (Big Tech, AI start-ups, enterprise clients)
• Provide market insight to shape OUP's AI licensing strategy
• Represent OUP externally as a leader in academic content licensing for AI

4. Cross-functional Leadership

• Partner closely with Legal, Product, Editorial, Journals, and Finance teams to structure and implement agreements
• Act as a key commercial interface on AI-related IP and licensing matters
• Drive internal alignment on deal structure, risk, and governance

5. Pipeline & Performance Management

• Build and manage a pipeline of high-value AI licensing opportunities
• Track deal progress, forecast revenue, and report to senior leadership
• Monitor partner performance and identify opportunities to expand agreements

Key Relationships:

• Licensing Director and wider Licensing team
• Oxford Languages leadership
• Group Legal
• Finance Business Partner
• Academic SLT and senior sales leadership
• AI companies and technology partners
• Enterprise customers across priority sectors

We are committed to supporting diversity in our workforce, and ensuring an inclusive environment where all individuals can thrive. We seek to employ a workforce representative of the markets that we serve and encourage applications from all.

Equal employment opportunity, including veterans and individuals with disabilities.

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