Strategic Partnerships & Licensing Director

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

Benefits offered by this job

Restaurant d'entreprise

Indemnités de stage/alternance

Job summary

Churchill Downs Racetrack in Louisville, KY seeks a Senior Director of Partnership Development & Licensing to lead the commercial strategy for partnerships and licensing across the Kentucky Derby and Oaks. You will own the full lifecycle from prospecting to renewals, driving revenue while protecting brand equity and delivering premium partner experiences.

The role requires a proven track record closing six- and seven-figure deals, strong leadership of cross-functional teams, and the ability to

Qualifications

• Bachelor's degree in Marketing, Business, Sports Administration, or related field; Master's degree preferred.
• Ten or more years of progressive experience in sports, entertainment, luxury, or experiential partnership sales with revenue and team leadership responsibility.
• Proven record of closing complex six- and seven-figure partnership agreements and achieving revenue goals.
• Experience directing an external licensing agency preferred.
• Established network of national and international senior business contacts.

Responsibilities

• Set and execute an integrated partnerships and licensing strategy that drives revenue growth while strengthening the premium positioning of Churchill Downs Racetrack, the Kentucky Derby, and the Kentucky Oaks.
• Own annual revenue plans, budgets, forecasts, pipeline health, category strategies, and performance reporting across sponsorship, renewals, licensing, and merchandising.
• Originate, cultivate, and close significant new partnership business through prospecting and senior-level 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.
• Create premium, integrated partnership platforms across IP, media, hospitality, content, signage, experiential assets, and events.
• Develop solutions addressing partner objectives while enhancing guest experiences.
• Use measurement, recaps, and relationships to demonstrate value and strengthen partnerships.
• Collaborate with cross-functional teams to deliver commercially sound programs and experiences.
• Lead licensing and merchandising portfolio, including licensee and vendor relationships and royalty performance.
• Provide strategic direction to external licensing agency and ensure compliance with agreements and brand standards.
• Identify collaborations and consumer-product opportunities that expand brand reach while protecting IP.
• Safeguard trademarks and IP in partnership with Legal and Brand teams.
• Recruit, coach, and develop high-performing Partnerships teams; direct external agencies and vendors.
• Represent Churchill Downs at industry events and serve as ambassador for its brands and vision.

Skills

Strategic thinking

Financial acumen

Negotiation

Executive relationship management

Education

Bachelor's degree in Marketing/Business/Sports Administration

Master's degree preferred

Tools

Microsoft Office

Salesforce

DigiDeck

Job description

Churchill Downs Racetrack in Louisville, KY seeks a Senior Director of Partnership Development & Licensing to lead the commercial strategy for partnerships and licensing across the Kentucky Derby and Oaks. You will own the full lifecycle from prospecting to renewals, driving revenue while protecting brand equity and delivering premium partner experiences.

The role requires a proven track record closing six- and seven-figure deals, strong leadership of cross-functional teams, and the ability to