Director, Revenue Strategy, Commercial Innovation

This is a fully remote position, open to applicants in United States.

📋 Description

• Implement the financial framework for new revenue projects: RPU expansion model by product line, including assumptions, timelines, and revenue bridging to company goals.

• Establish and monitor progress towards quarterly and annual targets, taking responsibility for the outcomes, not just the strategy.

• Act as the internal authority on sources of incremental revenue and the requirements needed to unlock them.

• Operationalize the commercial prerequisites and revenue justification for Fandom’s next-generation ad formats, transforming market demand, advertiser feedback, and competitive analysis into product priorities for the platform team.

• Capable of launching custom offerings by outlining, packaging, pricing, and sequencing the go-to-market approach for new formats. This includes pioneering formats without existing parallels, leveraging Fandom’s IP-specific depth and lifecycle targeting (announcement → trailer → theatrical → streaming) to create opportunities that are unmatched by scaled platforms.

• Function as the commercial lead on initial format pilots, acting as the product owner in client discussions rather than merely a seller, and managing the transition from initial deal to a repeatable offering.

• Supply B2B marketing with the necessary commercial insights to formulate the sales narrative: proof points, pricing rationale, measurement story, and competitive positioning.

• Operationalize the external revenue strategy for Fandom’s data assets, such as how FanDNA Helix, intent signals, and IP health data are packaged, priced, and marketed to brand and studio purchasers.

• Define deal structures, prioritize buyers, and establish commercial terms; take ownership of the revenue outcomes from these partnerships.

• Convert data signals into CPM premiums and articulate the value of Helix enrichment during advertiser discussions, integrating it into format pricing.

• Oversee the partner ecosystem that enhances Fandom’s commercial stance through data partnerships, distribution integrations, platform relationships, and alliances with IP owners.

• Implement a tiered partnership strategy that includes core commercial partnerships, innovation partnerships (across identity, commerce, AI), and market expansion relationships.

• Identify and assess strategic opportunities, including but not limited to licensing and platform integrations, that broaden Fandom’s revenue potential into new domains.

• Serve as the main point of contact for key partnerships across the ecosystem.

• Transform Fandom’s high-intent fan audience narrative into innovative, marketable products for non-endemic sectors such as QSR, CPG, Auto, and Tech at the agency investment level.

• Provide insights on audience segments and the rationale behind measurement proof points that resonate with buyers.

⛳️ Requirements

• Over 10 years of experience in revenue strategy, ad products, or commercial partnerships within a digital media, ad tech, or streaming platform.

• Proven management experience of a team for 4+ years, overseeing at least one individual.

• Experience transforming a first-party data asset from an internal capability into a monetizable external product, from ideation and creation to launch, pricing, and deal closure.

• Expertise in newly developed data-driven ad products across ad products, data, commerce, or performance, by executing a go-to-market strategy in collaboration with marketing that aligns with market needs.

• Experience with publisher or platform partnerships, understanding both aspects of the inventory and data equation.

• Comfortable navigating complex financial models; capable of managing and presenting regional/functional performance targets to senior leadership.

• Ability to enter an investment meeting at a holding company and deliver a compelling presentation to close deals.

• Eagerness to contribute as an individual contributor.

• Operational focus bridging strategy and execution; accountable for both the plan and the results.

• Analytically rigorous, with the capability to own the model.

• Comfort with uncertainty, as this represents an entirely new marketing channel without a pre-existing playbook; this is the opportunity.

🏝️ Benefits

• Dynamic team culture.

• Comprehensive Medical, Dental, and Vision coverage.

• Unlimited training opportunities (including Udemy and more).

• Flexible working hours and time off policy.

• Equity and Retirement Programs, including 401K matching.

• Paid Parental Leave.

• An international work environment with a start-up culture.