Business Development Manager - IP Licensing

This role focuses on identifying and engaging Chinese mobile, PC, and console game developers and publishers as IP licensees. The manager will present collaboration opportunities, build industry relationships, structure and negotiate licensing agreements, track Chinese gaming market trends, maintain CRM records, and coordinate with sourcing, legal, finance, and product teams through deal execution and launch.

Responsibilities

• Identify, qualify, and engage Chinese mobile, PC, and console game developers and publishers as potential IP licensees.
• Build and maintain a pipeline of developer and publisher relationships in the Chinese gaming market.
• Present tailored IP collaboration opportunities based on game genre, audience, and monetization model.
• Build relationships with Chinese film, entertainment, and IP companies.
• Represent Xsolla Agency at Chinese gaming industry events.
• Structure licensing deals involving guest appearances, full game licenses, season pass DLC, and platform deals.
• Negotiate MG amounts, royalty rates, revenue share terms, platform scope, and territory rights.
• Prepare and review term sheets with legal and finance teams.
• Manage deals from initial contact through signed contract.
• Track Chinese gaming market trends and provide market reports and competitive analysis.
• Maintain Salesforce records for developer contacts, deal stages, and pipeline values.
• Coordinate with sourcing, legal, finance, and product teams on approvals, contracts, and launches.

Requirements

• 3–6 years of business development, partnerships, or licensing experience in the gaming industry.
• Track record of closing deals with game developers or publishers.
• Experience with IP licensing, branded content, or game collaboration programs is a plus.
• Familiarity with mobile-first ecosystems including iOS, Android, and WeChat Mini Programs.
• Fluent Mandarin Chinese and business-level English.
• Strong commercial negotiation and deal-structuring skills involving MG, royalties, and revenue share.
• Excellent relationship-building and communication skills with C-suite and BD executives.
• Ability to evaluate deal economics, ROI, and internal business cases.
• Proficiency with CRM tools such as Jira, Slack, and Salesforce.
• Deep understanding of the Chinese gaming landscape and market dynamics.
• Awareness of global IP licensing trends.
• Understanding of F2P, gacha, DLC, battle pass, and cosmetics monetization models.