Business Development Manager - IP Licensing

Xsolla Agency is the IP licensing division of Xsolla — the global video game commerce platform used by 2,000+ developers worldwide. We connect entertainment IP owners (anime studios, film & TV brands, creators, sports properties) with game developers and publishers to create in-game collaborations, licensed content, and branded events. As Business Development Manager for China, you will own the full BD lifecycle for the Chinese gaming market — sourcing and qualifying developer and publisher partners, pitching IP collaboration opportunities, structuring deals, and closing agreements. You will be the primary point of contact between Xsolla Agency and China's gaming ecosystem. ## RESPONSILIBITIES **Developer & Publisher Development** Identify, qualify, and engage Chinese mobile, PC, and console game developers and publishers as potential IP licensees Build and maintain a pipeline of active developer and publisher relationships in the Chinese gaming market Present IP collaboration opportunities tailored to each developer's game genre, audience, and monetization model Establish and maintain a network of relationships with Chinese film, entertainment, and IP companies, and gain a strong understanding of China’s proprietary IP operations and management mechanisms. Represent Xsolla Agency at Chinese gaming industry events (ChinaJoy, CGDC, WePlay, etc.) **Deal Structuring & Negotiation** Structure licensing deals including guest appearance integrations, full game licenses, season pass DLC, platform deals Negotiate MG amounts, royalty rates, revenue share terms, platform scope, and territory rights Prepare and review term sheets in coordination with legal and finance Manage deal progress from first contact through to signed contract **Market Intelligence** Track trends in the Chinese gaming market — top-grossing titles, emerging genres, player behavior, and monetization shifts Maintain Salesforce CRM records for all developer contacts, deal stages, and pipeline values Provide regular market reports and competitive analysis to the global team **Cross-functional Collaboration** Work closely with the IP sourcing team to match Chinese developer demand with the right IP supply Coordinate with Xsolla's legal, finance, and product teams on deal approval and contract execution Support product milestone reviews and launch coordination for live deals ## REQUIREMENTS **Experience** 3–6 years of business development, partnerships, or licensing experience in the gaming industry Demonstrated track record of closing deals with game developers or publishers Prior experience working with IP licensing, branded content, or game collaboration programs is a strong plus Familiarity with mobile-first game ecosystems (iOS/Android/WeChat Mini Programs) preferred **Skills** Fluent in Mandarin Chinese (native or near-native); business-level English required for internal communication Strong commercial negotiation skills with experience structuring MG, royalty, and revenue share deals Excellent relationship-building and communication skills with C-suite and BD executives Analytical — able to read deal economics, evaluate ROI, and present business cases internally Proficiency in CRM tools (Jira, Slack, Salesforce preferred) and standard office software **Industry Knowledge** Deep understanding of the Chinese gaming landscape — major publishers (Tencent, NetEase, miHoYo, ByteDance), platforms (TapTap, Bilibili Games, WeGame), and market dynamics Awareness of IP licensing trends globally including anime, creator/influencer, film & TV, and video game IP Understanding of game monetization models: F2P, gacha, DLC, battle pass, cosmetics **Job Description** This job description is intended to outline the general nature and level of work currently performed and is not an exhaustive list of all duties, responsibilities, or qualifications required. **Privacy Notice & Data Processing Consent** By submitting your application and uploading your resume/CV, you acknowledge and agree that Xsolla will process your personal information (including but not limited to your name, contact details, work experience, and educational background) for the purpose of recruitment, candidate evaluation, and internal record-keeping. In accordance with the Personal Information Protection Law of the People's Republic of China (PIPL): Purpose Limitation: Your data will only be used for current and future recruitment considerations within Xsolla. Sensitivity: We will handle your personal information with a high duty of care. Your Rights: You have the right to access, correct, or delete your personal information, and to withdraw your consent at any time by contacting us. If your application proceeds past the final interview stage, we may conduct a background check, subject to applicable laws and regulations, only after obtaining your separate written consent. Any such check will be strictly limited to information directly relevant to the employment relationship (e.g., educational background, employment history) and will comply fully with the PIPL. Your personal information will be used solely for recruitment and human resource management purposes, and we will implement rigorous security measures to protect your data. Xsolla takes your privacy rights seriously. We are committed to protecting your personal information in accordance with Chinese data protection laws and will not sell, unlawfully provide, or disclose any personal data received during the hiring process without your explicit authorization. As a data processor, we uphold our obligations to safeguard your personal data and respect your privacy. For any inquiries related to data privacy, please contact: [careers@xsolla.com](http://careers@xsolla.com) Explore more opportunities at: