Director, Enterprise Payments Strategy & Partnerships

Fanatics Betting and Gaming — New York, NY, United States

The Role

Fanatics is seeking a Director, Enterprise Payments Strategy & Partnerships to serve as a critical connective layer across our Commerce, Collectibles, and Betting & Gaming businesses. This role sits at the enterprise level and is responsible for two core functions: coordinating a coherent, high-performing payments ecosystem across Fanatics' operating companies, and leading commercial negotiations and strategic partnerships with payment processors, networks, wallets, and fintech partners.

You will work directly with the VP of Enterprise Business Development and alongside senior stakeholders across Finance, Product, Legal, Risk, and each operating company to translate enterprise payments strategy into executed deals and launched programs.

This is a high-visibility role for a commercially sharp, operationally grounded payments leader who thrives at the intersection of strategy and execution.

What You'll Do

• Enterprise Payments Coordination
  • Serve as the enterprise-level point of coordination for payments across Fanatics Commerce, Fanatics Collectibles, and Fanatics Betting & Gaming, ensuring strategic alignment and eliminating duplicative or conflicting vendor relationships
  • Monitor pricing and economics across all processing, gateway, fraud, and wallet/checkout solutions, identifying opportunities for consolidation and cost optimization
  • Define and track enterprise payments KPIs including authorization rates, cost of acceptance, fraud rates, and customer experience metrics
  • Partner with operating company payments leads to align on shared infrastructure, routing logic, and vendor strategy
  • Translate enterprise payments strategy into clear internal requirements and execution plans that operating teams can act on
• Payments Partnerships & Commercial Negotiations
  • Lead identification, evaluation, and negotiation of strategic partnerships with payment processors, acquiring banks, card networks, digital wallets, orchestration platforms, and fintech companies
  • Own end-to-end deal processes including RFPs, commercial term negotiations, contract execution, and post-launch performance management
  • Develop and present business cases for new partnerships, including financial modeling, customer value analysis, and operational feasibility assessments
  • Build and maintain senior-level relationships with key payments partners to ensure Fanatics captures favorable economics and access to emerging capabilities
  • Stay current on industry trends, network rule changes, emerging payment methods, and the competitive landscape to keep Fanatics positioned as a payments innovator
• Business Development Operations
  • Manage pipeline tracking, deal support, pitch development, and launch coordination
  • Oversee the enterprise payments partnerships pipeline across loyalty integrations, financial services, and alternative payment methods — including opportunity tracking, stage gating, and prioritization
  • Ensure effective project management for new partnership launches, coordinating across Product, Legal, Finance, Risk, Loyalty, Marketing, and operating companies
  • Support ongoing partner management post-launch, including executive cadence, performance reviews, and issue escalation

What We're Looking For

• 10–14 years of progressive experience in payments, fintech, business development, or e-commerce, with at least 3 years in a leadership role
• Demonstrated experience negotiating and closing strategic deals with payment processors, card networks, digital wallets, or fintech partners — both issuing and acquiring
• Strong understanding of the payments ecosystem including transaction flows, processor economics, fraud and risk tooling, orchestration, and alternative payment methods
• Proven ability to operate across a complex, multi-business-unit organization and drive alignment among diverse stakeholders
• Strong analytical and financial modeling skills; ability to build compelling, ROI-driven business cases
• Excellent written and verbal communication skills, with the ability to influence both internal executives and senior external partners
• Familiarity with loyalty ecosystems, financial services partnerships, or digital wallet integrations is a strong plus

Why This Role Matters

Payments is one of the most consequential levers in the Fanatics platform — touching every fan transaction across merchandise, collectibles, and betting. This Director role ensures that Fanatics operates as one coherent, strategically aligned payments organization rather than a fragmented set of operating companies, and that the company captures the full commercial value of its scale through best-in-class vendor partnerships and deal economics.