Ohio State Sports Properties is seeking an entrepreneurial revenue leader to head Buckeye Sports Group and build the commercial future of one of the most powerful brands in college athletics. This is a builder's role: your primary mandate is to grow new revenue streams (e.g., memorabilia, merchandise, experiences, events, and direct-to-consumer commerce) and to build and execute all NIL deals and activation across the athletics portfolio.
As Director of Buckeye Sports Group, you will own a P&L-minded growth agenda, turning Ohio State's brand equity and passionate national fanbase into durable revenue. You'll architect the channels, partnerships, and platforms that convert demand into sales, while overseeing an NIL function that executes deals end to end — from opportunity through contracting, College Sports Commission approval, fulfillment, and payment.
This role reports to the Vice President & General Manager of Ohio State Sports Properties and works across Athletic Department leadership, student-athletes and coaches, agents and representatives, brand partners, and commerce/technology vendors.
What You'll Do
Revenue Generation & Commercial Growth (Primary)
- Own and grow Ohio State's emerging revenue verticals (e.g., memorabilia, merchandise, experiences, and events), building each into a scalable, repeatable business.
- Design and operate direct-to-consumer and eCommerce channels, from storefront and merchandising strategy through pricing, promotions, inventory, and fulfillment.
- Lead the selection, implementation and optimization of the commerce technology ecosystem (e.g., eCommerce platform, payments, fan data/CRM, email and lifecycle marketing).
- Use first-party fan data and analytics to drive acquisition, conversion, retention, and lifetime value, optimizing the funnel with a test-and-learn discipline.
- Identify and launch new monetizable products and experiences (limited drops, premium/VIP experiences, authenticated memorabilia, collectibles) that convert fan passion into revenue.
- Set revenue targets, manage the unit's P&L and budget, and allocate resources for maximum return.
NIL Activation & Fulfillment (Secondary)
- Partner with the Ohio State University Athletic Department for overall NIL strategy and activation needs across all sports.
- Oversee the end-to-end NIL function: opportunity sourcing, contracting, clearinghouse/College Sports Commission approval, activation, fulfillment, and student-athlete compensation.
- Partner with the Ohio State Sports Properties sales team to ideate and pitch integrated NIL + multimedia rights (MMR) deals to prospective and existing partners.
- Build and maintain trusted relationships with student-athletes, agents, and brand partners, serving as the primary point of contact and ensuring flawless execution.
- Develop a strategic NIL plan across all 36 sports, defining investment, brand-partner portfolio, and the resources required to deliver.
Leadership & Industry
- Lead and develop a high-performing, cross-functional team spanning commerce, marketing, and NIL operations.
- Stay ahead of industry shifts, commerce and fan-engagement trends, NIL deal activity, and state/federal legislation, and represent Ohio State in the LEARFIELD corporate working group.
- Maintain strong alignment with university stakeholders to ensure compliant, mutually beneficial outcomes.
What You'll Bring
- Bachelor's degree in Business, Marketing, Sports Management, or a related field preferred, or an equivalent combination of education and relevant experience.
- 10+ years in revenue generation, eCommerce/DTC, or commercial growth, with a proven record of building and scaling new revenue streams (ideally including team leadership).
- Hands-on experience operating an eCommerce/DTC business: platform management, merchandising, pricing, promotions, fulfillment, and unit economics.
- Experience launching new businesses, products or commercial ventures in competitive DTC categories.
- Demonstrated P&L ownership and a data-driven, test-and-learn approach to growth.
- Prior NIL experience preferred.
- Sharp negotiator and relationship-builder with outstanding communication skills.
- Strategic, creative operator with a bias for action.
Learfield offers a full spectrum of benefits for eligible employees including Medical, Dental, Vision, Health Savings Account, Life Insurance and Other Insurance Plans, Flexible Paid Time Off (minimum 10+ days annually), including Parental Leave, 20 Paid Holidays, 401(k) + Match, and Short/Long Term Disability. Leave benefits are consistent with state and local laws, including the Colorado Health Families and Workplaces Act.
