Director, Loyalty & Business Development

Fanatics Financial Services is at the center of Fanatics' ambition to build the world's leading digital sports platform. The Director of Business Development will be a senior, externally-facing deal leader responsible for driving high-impact partnerships across financial services and loyalty.

This individual will own a pipeline of prospective partnerships, leading conversations with senior executives at target companies, structuring deals, and driving them through to launch. They will bring a sharp commercial instinct, deep knowledge of the financial services and loyalty landscapes, and the credibility and hunger to be a primary driver of new partnership value for Fanatics.

The Director, Business Development reports directly to the VP of Enterprise Business Development and works closely with leaders across Loyalty, Commerce, Betting & Gaming, Legal, Finance, and Product.

Partnership Development & Deal Leadership Drive the full business development lifecycle for financial services and loyalty partnerships from prospecting and outreach through term sheet, negotiation, and close Lead partner-facing conversations and presentations, representing Fanatics' value proposition with authority and conviction at the senior executive level Build and manage a robust pipeline of prospective partners across financial services and loyalty, including travel, dining, entertainment, retail, and other categories that create compelling value for Fanatics fans Structure deal economics, partnership frameworks, and value exchange models in collaboration with Finance, Legal, and Product Drive negotiation of key commercial terms and contract provisions, coordinating with Legal and the VP as needed Support partner relationships post-close, ensuring strong ongoing engagement and partnership performance

Drive the full business development lifecycle for financial services and loyalty partnerships from prospecting and outreach through term sheet, negotiation, and close

Lead partner-facing conversations and presentations, representing Fanatics' value proposition with authority and conviction at the senior executive level

Build and manage a robust pipeline of prospective partners across financial services and loyalty, including travel, dining, entertainment, retail, and other categories that create compelling value for Fanatics fans

Structure deal economics, partnership frameworks, and value exchange models in collaboration with Finance, Legal, and Product

Drive negotiation of key commercial terms and contract provisions, coordinating with Legal and the VP as needed

Support partner relationships post-close, ensuring strong ongoing engagement and partnership performance

Strategy & Market Intelligence Contribute to and help shape Fanatics' financial services and loyalty partnership strategy in collaboration with the VP of Enterprise BD Identify white space opportunities across the financial services and loyalty landscapes where Fanatics' 130M+ user base, sports assets, and platform create differentiated value for partners Develop a loyalty partnership roadmap focused on bringing incremental value to members through experiential benefits, everyday earning opportunities, and exclusive fan-first offers Monitor competitive dynamics, emerging trends in consumer financial services and loyalty, and the broader digital sports ecosystem to inform deal prioritization and positioning

Contribute to and help shape Fanatics' financial services and loyalty partnership strategy in collaboration with the VP of Enterprise BD

Identify white space opportunities across the financial services and loyalty landscapes where Fanatics' 130M+ user base, sports assets, and platform create differentiated value for partners

Develop a loyalty partnership roadmap focused on bringing incremental value to members through experiential benefits, everyday earning opportunities, and exclusive fan-first offers

Monitor competitive dynamics, emerging trends in consumer financial services and loyalty, and the broader digital sports ecosystem to inform deal prioritization and positioning

Cross-Functional Execution Partner with Loyalty, Product, Marketing, and Finance to shape partnership structures that are commercially attractive and operationally executable Develop compelling pitch materials, financial models, and business cases to support partner conversations and secure internal alignment Coordinate with Legal and Compliance on deal structuring, regulatory considerations, and contract execution Serve as a senior point of contact for strategic partners post-close, ensuring strong relationships and partnership performance

Partner with Loyalty, Product, Marketing, and Finance to shape partnership structures that are commercially attractive and operationally executable

Develop compelling pitch materials, financial models, and business cases to support partner conversations and secure internal alignment

Coordinate with Legal and Compliance on deal structuring, regulatory considerations, and contract execution

Serve as a senior point of contact for strategic partners post-close, ensuring strong relationships and partnership performance

Experience 8–12 years of experience in business development, strategic partnerships, or management consulting, with meaningful exposure to financial services, loyalty, or consumer platforms Demonstrated track record of leading and closing complex, high-value partnerships, including managing partner relationships and negotiations at the senior executive level Strong understanding of the consumer financial services landscape and how partnerships can create value for both companies and end customers Experience with loyalty program partnerships including an understanding of earn/burn mechanics, member value proposition design, and coalition-style or co-brand partnerships Prior experience in a sports, entertainment, e-commerce, or consumer platform environment is a plus

8–12 years of experience in business development, strategic partnerships, or management consulting, with meaningful exposure to financial services, loyalty, or consumer platforms

Demonstrated track record of leading and closing complex, high-value partnerships, including managing partner relationships and negotiations at the senior executive level

Strong understanding of the consumer financial services landscape and how partnerships can create value for both companies and end customers

Experience with loyalty program partnerships including an understanding of earn/burn mechanics, member value proposition design, and coalition-style or co-brand partnerships

Prior experience in a sports, entertainment, e-commerce, or consumer platform environment is a plus

Skills & Attributes A natural deal leader that is comfortable owning partner conversations end-to-end and driving towards close with urgency and commercial discipline Strong financial and analytical acumen; ability to build and communicate ROI-driven business cases with clarity Excellent communication and storytelling skills. Capable of distilling complex deal structures into crisp, compelling narratives for both partners and internal stakeholders Highly organized and execution-oriented; able to manage multiple complex deal processes simultaneously in a fast-moving environment Entrepreneurial mindset with a bias for action; comfortable with ambiguity and skilled at driving alignment across decentralized organizations Collaborative and humble, with the interpersonal credibility to build trust across functions and levels A genuine passion for sports and belief in Fanatics' mission to relentlessly enhance the fan experience

A natural deal leader that is comfortable owning partner conversations end-to-end and driving towards close with urgency and commercial discipline

Strong financial and analytical acumen; ability to build and communicate ROI-driven business cases with clarity

Excellent communication and storytelling skills. Capable of distilling complex deal structures into crisp, compelling narratives for both partners and internal stakeholders

Highly organized and execution-oriented; able to manage multiple complex deal processes simultaneously in a fast-moving environment

Entrepreneurial mindset with a bias for action; comfortable with ambiguity and skilled at driving alignment across decentralized organizations

Collaborative and humble, with the interpersonal credibility to build trust across functions and levels

A genuine passion for sports and belief in Fanatics' mission to relentlessly enhance the fan experience

Financial services and loyalty partnerships are two of the highest-leverage growth vectors for Fanatics. This Director will be one of the primary drivers of new strategic partnerships on the team, operating with the autonomy and ambition of a senior deal leader and backed by the brand power of a category-defining sports platform, as well as relationships with 130M+ fans, leagues, teams, and athletes. The partnerships you close will directly shape the fan experience and the future of Fanatics

The salary range 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. For information about our benefits, please visit https://benefitsatfanatics.com/

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