JOB SUMMARYThe Senior Director, Partnership Development & Licensing is responsible for leading the commercial strategy for partnerships and licensing across Churchill Downs Racetrack, the Kentucky Derby, and the Kentucky Oaks.
This role owns the full partnership lifecycle, including strategy, prospecting, sales, negotiation, activation, renewal, and measurement, while directing the licensing and merchandising portfolio. The Sr. Director is responsible for driving sustainable revenue growth, protecting iconic brand equity, and creating premium experiences that deliver value for partners, guests, and Churchill Downs Racetrack.
ESSENTIAL DUTIES AND RESPONSIBILITIESPartnerships Strategy & Revenue Growth- 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 disciplined prospecting, established relationships, and senior-level executive engagement.
- Lead complex, customized, multi-year partnership negotiations from proposal development through contract execution.
- Build a disciplined renewal and growth program focused on retention, upsell, and long-term partner value.
Partnership Development & Activation- Create premium, integrated partnership platforms across intellectual property, media, hospitality, content, signage, experiential assets, and year-round events.
- Develop solutions that address partner business objectives while enhancing the Churchill Downs Racetrack guest experience.
- Use measurement, recaps, marketplace intelligence, and executive relationships to demonstrate value and strengthen partner relationships.
- Collaborate across Ticketing, Marketing, Brand, Operations, Finance, Food & Beverage, Legal, and other teams to deliver commercially sound programs and exceptional partner experiences.
Licensing & Merchandising- Lead the licensing and merchandising portfolio, including licensee and vendor relationships, category development, distribution opportunities, product quality, royalty performance, and retail marketing strategies.
- Provide strategic direction to the external licensing agency, establish growth priorities, review performance, and ensure compliance with agreements, policies, and brand standards.
- Identify culturally relevant collaborations and premium consumer-product opportunities that expand brand affinity and reach while protecting brand equity.
- Safeguard Churchill Downs Racetrack and Kentucky Derby trademarks and intellectual property in partnership with Legal, Brand, and agency resources.
Leadership & Management- Recruit, coach, and develop a high-performing Partnerships, Activation, and Licensing organization with clear goals and accountability.
- Lead the day-to-day performance and professional development of Partnership Development and Licensing team members, including seasonal team members and interns as needed.
- Direct external agencies, consultants, and vendors supporting partnerships and licensing.
- Represent Churchill Downs Racetrack at major industry, business, and networking events and serve as an ambassador for its brands and commercial vision.
- Perform other duties as assigned.
REGULATORY- Comply with all applicable Churchill Downs Racetrack policies, procedures, safety requirements, and regulatory standards.
- Ensure partnership, licensing, intellectual property, and commercial activities are executed in accordance with applicable agreements, policies, brand standards, and legal requirements.
EDUCATION AND EXPERIENCE- Bachelor's degree in Marketing, Business, Sports Administration, or a related field; Master's degree preferred.
- Ten (10) or more years of progressive experience in sports, entertainment, luxury, or experiential partnership sales, including significant revenue and team leadership responsibility.
- Proven record of closing complex six- and seven-figure partnership agreements and achieving ambitious revenue goals.
- Demonstrated experience leading licensing, consumer products, merchandising, retail, or related brand-extension programs.
- Experience directing an external licensing agency preferred.
- Established network of national and international senior business contacts relevant to the position.
REQUIRED SKILLS AND ABILITIES- Commercially driven strategist with strong financial acumen, disciplined forecasting, and the ability to translate iconic brand assets into sustainable revenue.
- Strong understanding of premium partnerships, licensing strategy, intellectual property stewardship, consumer products, and marketplace trends.
- Exceptional executive presence, negotiation, presentation, and C-suite relationship-management skills.
- Ability to develop partnership platforms that balance partner objectives, guest value, operational realities, and long-term brand equity.
- Strong leadership and coaching skills with the ability to establish accountability and mobilize cross-functional teams.
- Exceptional organizational and project management skills with sound business judgment.
- Excellent interpersonal and communication skills with demonstrated professionalism, diplomacy, and a premium service mindset.
- Proficiency with Microsoft Office Suite, Salesforce, DigiDeck, or comparable platforms.
- Ability to work flexible hours, including nights, weekends, holidays, and extended hours during Derby season.
PHYSICAL REQUIREMENTS & WORKING CONDITIONSThis work is performed throughout Churchill Downs Racetrack. The employee will be required to sit for extended periods of time and may also be required to stand, walk, use hands to reach, handle or feel objects, tools or controls, reach with hands and arms, climb or balance, stoop, kneel, crouch or crawl, and talk or hear.
The employee may occasionally be required to lift up to 20 pounds and may be required to work nights, weekends, holidays, and extended hours. Some work areas may be noisy and subject to changing weather conditions.
Churchill Downs Racetrack spans 175 acres and more than 1.5 million square feet under roof. The physical demands described are representative of those required to successfully perform the essential functions of this position. Reasonable accommodations may be made for qualified individuals.
