Senior Director, Partnerships & Licensing Strategy

Churchill Downs Incorporated; Louisville (KY); On-site; USD 120,000 - 210,000; Full time

Job summary

Churchill Downs Incorporated is seeking a Senior Director, Partnership Development & Licensing for Churchill Downs Racetrack in Louisville, KY. You will own the commercial strategy for partnerships and licensing across the Kentucky Derby and Oaks, driving revenue and safeguarding iconic brand equity.

Lead the lifecycle from strategy to activation and renewal, directing licensing/merchandising, and coordinating with cross-functional teams to deliver premium experiences for partners and guests.

Qualifications

• Bachelor's degree in Marketing, Business, Sports Administration, or related field.
• Ten or more years of progressive experience in sports, entertainment, luxury, or experiential partnership sales.
• Proven record of closing six- and seven-figure partnership agreements and revenue goals.
• Experience leading licensing, consumer products, merchandising, or related brand-extension programs.
• Experience directing an external licensing agency preferred.

Responsibilities

• Set and execute an integrated partnerships and licensing strategy that drives revenue growth while strengthening premium positioning.
• Own annual revenue plans, budgets, forecasts, pipeline health, category strategies, and performance reporting.
• Originate, cultivate, and close significant new partnership business through disciplined prospecting and executive engagement.
• Lead complex, multi-year partnership negotiations from proposal development through contract execution.
• Build a renewal and growth program focused on retention, upsell, and long-term partner value.
• Lead licensing and merchandising portfolio, including licensees, product quality, and retail marketing strategies.
• Provide strategic direction to external licensing agency and ensure compliance with agreements and brand standards.

Skills

Strategic thinker

Financial acumen

Executive presence

Partnerships & licensing

Negotiation

Cross-functional leadership

Education

Bachelor's degree in Marketing, Business, Sports Administration, or related field

Master's degree preferred

Tools

MS Office

Salesforce

DigiDeck

Job description

Churchill Downs Incorporated is seeking a Senior Director, Partnership Development & Licensing for Churchill Downs Racetrack in Louisville, KY. You will own the commercial strategy for partnerships and licensing across the Kentucky Derby and Oaks, driving revenue and safeguarding iconic brand equity.

Lead the lifecycle from strategy to activation and renewal, directing licensing/merchandising, and coordinating with cross-functional teams to deliver premium experiences for partners and guests.