Director, VIP Strategy & Operations

Fanatics•New York, NY

3d•$190,000 - $215,000

About The Position

Fanatics is seeking a Director, VIP Strategy & Operations to own three core pillars of the customer ecosystem: reinvestment strategy, flow-through strategy, and marketing and targeting strategy for the VIP Early Lifecycle, including Fast Track, Status Match, Concierge, and VIP Acquisition Operations. This role sits at the center of how customer investment decisions translate into profitable growth, ensuring that wagering activity, reinvestment, and targeting strategies are aligned to maximize long-term value. As a senior leader within the VIP organization, you will partner closely with OSB and OC reinvestment teams, Marketing, Data, Finance, and VIP leadership to design disciplined frameworks that balance growth and profitability, while building operating models that scale.

Requirements

8–12+ years of experience in strategy, operations, finance, growth, or a highly analytical commercial leadership role
Proven experience owning customer economics, reinvestment strategy, or profitability frameworks in complex businesses
Exceptional executive communication and stakeholder management skills
Highly analytical, structured, and decisive leader with a strong bias toward data-driven decision-making
Comfortable operating in ambiguity while building clarity, systems, and durable operating models

Nice To Haves

Experience with marketing, targeting, acquisition, or lifecycle management for high-value customers preferred

Responsibilities

Reinvestment Strategy
Own the reinvestment strategy across all VIP customer segments, in partnership with the Online Sportsbook and Online Casino reinvestment teams
Define reinvestment frameworks, guardrails, and prioritization logic that balance customer engagement, retention, and profitability
Ensure reinvestment decisions are grounded in customer value, lifecycle stage, and expected economic return
Align reinvestment strategy with broader business objectives and financial targets
Flow-Through / Profitability Strategy
Own the strategy for maximizing flow-through across all VIP customer segments
Partner with Finance, Data, and Reinvestment teams to understand drivers of margin, reinvestment efficiency, and customer-level economics
Design and monitor profitability metrics that connect wagering behavior, reinvestment, and net contribution
Identify opportunities to improve flow-through through changes in targeting, reinvestment mix, customer segmentation, and lifecycle strategy
Ensure leadership decisions are informed by a clear understanding of tradeoffs between growth, reinvestment, and profitability
Early Lifecycle Marketing & Targeting Strategy (VIP)
Own the marketing and targeting strategy for the VIP Early Lifecycle, including Fast Track, Status Match, Concierge, and VIP Acquisition Operations
Define how high-potential customers are identified, segmented, and activated in early lifecycle stages
Partner with Marketing, Data, and Acquisition Operations to ensure targeting strategies are data-driven, efficient, and aligned with profitability goals
Ensure early lifecycle investments are structured to drive sustainable value
Leadership & Team Oversight
Lead and develop senior leaders responsible for executing early lifecycle programs and acquisition operations
Oversee a Senior Manager focused on Fast Track Status, Match and Concierge strategy and execution
Oversee a Manager responsible for VIP Acquisition Operations
Set clear expectations, priorities, and performance standards across reinvestment, profitability, and early lifecycle strategy
Coach and develop managers into strong operators and people leaders
Strategic Planning & Executive Communication
Partner with VIP leadership to define near- and long-term priorities across reinvestment, profitability, and early lifecycle growth
Translate strategy into execution roadmaps, resourcing plans, and success metrics
Deliver executive-ready insights and recommendations on customer economics, reinvestment efficiency, and flow-through performance