Managing Director, Licensing Operations

What You'll Do

Lead the operational and financial performance of NASCAR's licensing business, including revenue growth, forecasting, budgeting, and business planning. Provide strategic oversight of assigned licensing categories and guide category and account management teams through clear objectives, accountability, and performance expectations.

• Manage and strengthen licensee relationships, including business performance reviews, contract renewals, compliance, and issue resolution.
• Partner with the Strategic Licensing & Growth team to transition new opportunities into scalable, long-term business partnerships.
• Develop revenue projections, royalty forecasts, and business performance reporting to support informed decision-making.

• Analyze performance against plan, identify risks and opportunities, and recommend actions to improve results.
• Establish and maintain operating rhythms, including business reviews, forecasting updates, performance evaluations, and cross-functional planning processes.
• Evaluate and improve licensing systems, reporting tools, workflows, and operational processes to support scalability and efficiency.

Lead, coach, and develop directors and account management personnel while building organizational capabilities through succession planning and professional development. Partner closely with Finance, Legal, Brand, Marketing, and other business functions to align priorities and drive business outcomes.

Translate long-term licensing strategies into actionable operational plans and support major negotiations, contract renewals, and enterprise initiatives. Directly supervise assigned staff, including hiring, development, performance management, and employee engagement.

Pay and benefits

Bachelor's degree from a four-year college or university A minimum of 10 (ten) years' progressive experience in licensing, consumer products, retail, or a closely related commercial business; or equivalent combination of education and experience. Ability to travel up to 20%, including weekends, as business needs require. Ability to effectively present information to top management, public groups, and/or boards of directors.

Proficient with company-provided hardware and software. Strong executive communication and presentation skills. Significant experience managing licensing portfolios, commercial partnerships, or consumer products operations. Demonstrated financial acumen, including budgeting, forecasting, revenue analysis, and business planning. Experience leading teams and developing managers and emerging leaders.

Proven ability to manage complex cross-functional initiatives and improve operating processes. Experience working with major sports properties, entertainment brands, consumer products companies, or licensing agencies is preferred. Familiarity with royalty structures, licensing agreements, approvals, and intellectual property management is preferred.

Experience with retail analytics, e-commerce, or merchandise operations is preferred. Why This Role? This is an opportunity to help shape the future of NASCAR's licensing business by driving commercial growth, influencing strategic decisions, and building the operational foundation that supports long-term success.

As a key member of the leadership team, you'll develop high-performing teams, strengthen strategic partnerships, and help scale one of the most recognized brands in sports and entertainment. Behind every race weekend are talented people helping shape the future of sports and entertainment. If you are ready to make an impact alongside passionate teammates, we encourage you to apply. Our people are the key to our success.

That is why we offer competitive compensation, a comprehensive benefits package focused on wellness, and opportunities to grow and develop both personally and professionally. Follow us on LinkedIn and X for future opportunities and company news. We are looking for your voice, your ideas, and your perspective.

To help us get to know you accurately and keep the process fair for everyone, we ask that interviews and assessments be completed without the support of AI-generated content or automated assistance.