Director, Collector Strategy and Segmentation

Fanatics•New York, NY

11d

About The Position

We’re seeking a Director of Collector Strategy & Segmentation to define how different types of collectors move through our ecosystem—from first touch to long-term advocacy—and to ensure we deliberately tailor experiences, value exchange, and investment by segment. This role owns the collector segmentation and journey framework across Fanatics Live, Fanatics Collect, and Topps.com. You will serve as the internal authority on collector behavior, value, and lifecycle progression—ensuring that segmentation drives differentiated strategy across product, marketing, and operations.

Requirements

At least 8 years of experience in growth strategy, customer segmentation, lifecycle marketing, or analytics in e-commerce, marketplaces, or gaming.
Proven ability to define and operationalize customer segmentation frameworks at scale.
Strong analytical skills and familiarity with experimentation design, impact measurement, and analytics tools like Amplitude.
Deep understanding of customer value exchange models, cohort economics, and strategic portfolio management.
Demonstrated cross-functional leadership and ability to drive alignment without direct authority.
Strategic thinker with executional rigor; capable of operating from high-level frameworks down to tactical delivery.

Nice To Haves

Passion for sports, fandom, or the collectibles space strongly preferred.

Responsibilities

Define and own the collector journey and segmentation framework across the ecosystem (Acquisition → Advocacy).
Translate collector motivations and behaviors into actionable, measurable segments with clear goals and value propositions.
Partner with cross-functional teams to ensure segmentation informs lifecycle marketing, acquisition, product experiences, and collector benefits.
Lead the strategy for VIP and high-value collector experiences, grounded in segmentation and ROI.
Design and manage collector value exchange programs (e.g. FanCash, Fanatics One) with a focus on segment economics and personalization.
Establish measurement standards for segmentation-driven initiatives, including test/control design and long-term value impact.
Define and own key segment-level KPIs (retention, LTV, frequency, advocacy) and hold teams accountable for segment outcomes.
Collaborate cross-functionally with Product, Tech, Data, Brand, and Lifecycle teams to embed segmentation into strategies and execution.
Hire and develop a high-performing team focused on journey design, segmentation frameworks, and impact discipline.
Act as a strategic thought leader on collector-centric segmentation across the Growth organization.