Sr. Manager, Sales & IP Licensing

Job description

How You’ll Contribute The National Geographic Society headquarters, based in Washington, D.C., has undergone a significant renovation project on its campus (called Museum of Exploration), which was completed in June 2026. Components of the new Museum include a state-of-the-art pavilion entrance, auditorium, iconic photo gallery, exhibition space, immersive walk-through attraction, retail, food and beverage, education center, archives, tours, and exciting new event space. The capstone of the renovation is a one-of-a-kind nighttime experience in the courtyard. In addition to this new on-campus experience, National Geographic Society has an existing business of touring exhibitions and immersive experiences that will be growing and expanding. The Exhibitions department is responsible for developing and bringing to life the exhibits and experiences at the Museum, as well as creating, developing, marketing, and selling our traveling exhibitions products. The Exhibitions IP Sales and Licensing Senior Manager will report to the VP of Exhibitions to drive global revenue growth through licensing agreements and strategic collaborations for Traveling Exhibitions. This role focuses on cultivating relationships, negotiating agreements, and ensuring the successful execution of licensing and partnership initiatives, delivering exceptional client experiences while aligning with organizational goals. Your Impact Responsibilities: Market Outreach and Business Development (50%) Drive large-scale and/or highly strategic and complex business development projects to generate new business. Negotiates independently and works with top management on most complex strategic and larger revenue deals. Represent the organization at international trade shows, industry events, and networking opportunities to promote licensing and partnership opportunities. Develop marketing materials and presentations in collaboration with the marketing team to support outreach efforts. Proactively seek and engage new partners to expand the organization’s global network and increase brand visibility. Stay informed on global industry trends and best practices to identify innovative opportunities for growth. Responsible for prospecting new clients and opportunities, outbound outreach and relationship management to generate new business opportunities. Develop compelling proposals, negotiate contracts and drive partnerships to expand exhibition reach. Achieve annual revenue targets by identifying new markets and optimizing sales strategies to maximize deal conversions and long-term client success. Add the same revenue outreach. All other duties as assigned. Licensing Operations (25%) Identify and evaluate potential licensing opportunities to expand the reach and impact of exhibitions globally. Develop and execute licensing strategies aligned with organizational objectives to achieve revenue targets. Negotiate licensing agreements, ensuring mutually beneficial terms and compliance with organizational standards. Track licensing agreements and prepare detailed reports on performance and progress toward KPIs. Maintain a robust pipeline of licensing opportunities and ensure timely follow-ups and renewals. Partnership Development and Management (25%) Manages joint marketing and distribution relationships with major partners to include intricate contract negotiations that involve multi-year licensing deals, intellectual property considerations, and cross-functional collaboration to align with brand and legal standards. Cultivate and maintain relationships with industry leaders, corporate partners, exhibit promoters, and global institutions to drive collaboration. Collaborate with internal teams to design partnership proposals that align with client needs and organizational offerings. Manage the lifecycle of partnerships, ensuring alignment with agreed terms and delivering exceptional service. Provide input on pricing structures and budgets for partnerships to maximize profitability while meeting partner expectations. Act as the primary point of contact for partners, ensuring clear communication and ongoing support. Educational Background Bachelor’s degree in Business Administration, Marketing, or a related field preferred. Minimum Years and Types of Experience 7+ years of experience in licensing, partnerships, or business development. Necessary Knowledge and Skills Highly organized and detail-oriented with strong interpersonal and communication skills. Proven ability to negotiate and manage licensing agreements and partnerships. Proficient in CRM systems (e.g., Salesforce), project management software, and Google Office Suite. Experience in sales, drafting proposals, and client relationship management. Adept at prioritizing multiple projects and ensuring timely execution in a fast-paced environment. Knowledge of licensing models and current trends in the traveling exhibitions market. Supervision No direct reports Salary Information The National Geographic Society offers a competitive and holistic total rewards package. Our compensation structure and transparent pay philosophy are based on industry-specific market data for similar-sized nonprofit organizations. The salary range for this position accounts for a wide range of factors including but not limited to organizational need; specific skill sets; experience and training; certifications; and more. At the National Geographic Society, individuals are typically hired at or near the starting point of the salary range for their role, and compensation decisions are dependent on the facts and circumstances of each case. The salary range for this position is $128,200.00 - $135,000.00. In addition, the National Geographic Society offers a competitive and comprehensive benefits package that includes, but is not limited to, medical, dental, and vision insurance; engaging and comprehensive wellness program; 401(k) retirement savings plan with matching contributions after 6 months of employment; flexible paid time off benefits with up to 22 days of paid annual leave per calendar year (15 days for new hires in their first year, prorated based on the number of pay periods remaining in the year) and 10 days of sick leave; 12 paid holidays and a paid winter break between December 25 and 31 (May not apply to all roles that are required to work during high volume seasons or essential workers. Please check with the hiring manager for confirmation.); paid parental leave, adoption and surrogacy expense reimbursement, fertility benefits; learning and development opportunities; Lifestyle Spending Account; pet adoption assistance and insurance; pre-tax transportation benefits with a generous employer subsidy; employer-paid life insurance and disability benefit; and a variety of National Geographic discounts and perks. Job Designation Hybrid - At the Society, we believe in the advantages of coming together to build community, mentor and learn from colleagues, and connect more deeply with our mission. As a result, the majority of our staff are Hybrid. Our Hybrid category requires that staff work at Base Camp two days each week: every Tuesday and Wednesday. Hybrid staff are also always welcome to come in additional days each week if preferred. Candidates must be legally authorized to work in the United States. This position is not eligible for visa sponsorship. W e encourage you to apply even if your experience is not a 100% match with the position. We are looking for someone with relevant skills and experience, not a checklist that exactly matches the job description. We want to help you grow and in return, you help us grow into a stronger, more inclusive organization.