Senior Director, Partnership Development & Licensing

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Requisition #: 4850

Location:

Louisville, KY, US, 40208

Property:
Churchill Downs Racetrack

Pay Range:

Churchill Downs Racetrack ("CDRT"), the world’s most legendary racetrack, has been the home of The Kentucky Derby, the longest continually held annual sporting event in the United States, since 1875. Located in Louisville, CDRT features a series of themed race days during Derby Week, including the Kentucky Oaks, and conducts Thoroughbred horse racing during three race meets in the Spring, September and Fall.

CDRT is located on 175 acres and has a one-mile dirt track, a 7/8-mile turf track, a stabling area, and provides seating for approximately 60,000 guests. The stable area has barns sufficient to accommodate 1,400 horses and a 114-room dormitory for backstretch personnel. CDRT also has a year-round simulcast wagering facility .

The 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.

• 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.
• 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,…