About the Company

Our client is building the definitive home for collectors — a vertically integrated collectibles powerhouse operating across a live digital trading marketplace, a premier collect-and-trade platform, and one of the most iconic trading card brands in the world. Backed by one of the most recognized names in sports and entertainment, this business is rewriting what it means to collect: blending real-time commerce, community, and culture into a single ecosystem that reaches millions of passionate collectors globally.

This is not a legacy collectibles business. It’s a high-growth, data-obsessed, marketplace-native company operating at the intersection of sports, entertainment, and consumer technology. The team moves fast, reinvents its playbook quarterly, and measures success the way the best consumer tech companies do—through daily active users, lifetime value, and the compounding power of a deeply loyal collector base.

The Director, Collector Strategy & Segmentation is the economic architect of how the company understands, values, and engages its collector base. Reporting to the VP of Growth & Strategy, this role owns the canonical segmentation framework across the entire collector lifecycle—from first acquisition through long-term advocacy—and ensures that strategy directly informs lifecycle marketing, product experiences, loyalty programs, and VIP reinvestment.

This is a high-influence, cross-functional role that sits at the intersection of strategy and analytics. The Director will serve as the single source of truth for collector segmentation, segment-level economics, and incrementally standards across the Growth org. While the role begins as an individual contributor, it carries a mandate to build a team, including a direct hire focused on VIP strategy and an analytical contractor.

What You’ll Own

Segmentation Framework & Collector Economics

Own and maintain the canonical collector segmentation model spanning Acquisition through Advocacy stages
Define segment-level LTV, contribution margin baselines, and CAC:LTV guardrails
Establish VIP qualification logic, value exchange principles, and high-value collector definitions
Ensure consistent deployment of segment definitions across CRM, loyalty, product, and reporting
Drive segment migration strategies to move collectors up the value ladder

Analytics-Driven Strategy & Experimentation

Partner with Analytics, Data Engineering, and Lifecycle teams to derive propensity models and actionable insights
Define incrementality standards and measurement guardrails for all Growth initiatives
Implement a structured test-and-learn framework across lifecycle and loyalty programs
Translate complex data into clear strategy—thinking in collector economics, not just channel metrics

Cross-Functional Influence & Execution Enablement

Inform Lifecycle Marketing and Collector Loyalty teams on how to bucket cohorts and operationalize segmentation
Serve as the strategic owner ensuring segmentation is consistently applied across all Growth programs
Collaborate closely with product, commercial, and data teams to build scalable, cross-functional approaches to retention and reinvestment
Lead the monthly Collector Growth Forum, presenting segment health and economic trends

VIP Strategy & Generosity Programs

Build and own the VIP strategy as a cornerstone of the retention and reinvestment approach
Define what VIP collectors receive and the economic rationale behind each investment
Establish RACI clarity with Lifecycle and Loyalty counterparts on VIP qualification, benefits, and measurement

What We’re Looking For

Must-Haves

Proven ownership of customer or collector segmentation frameworks tied to behavioral and value-based logic
Deep strategic fluency grounded in analytics, data modeling, and experimentation—ability to extract strategy from data, not just report on it
Experience in growth-stage, marketplace, or complex multi-product environments (e.g., gaming, e-commerce, live commerce, streaming)
Track record of cross-functional influence—driving alignment and execution without direct authority
Familiarity with modern data and analytics tooling (SQL, Snowflake, Amplitude); deep coding not required, but strong conceptual fluency is
Builder mindset with experience scaling teams and operating in fast-paced, constantly evolving organizations

Nice-to-Haves

Experience in industries where Daily Active Users (DAU) is a primary KPI—gaming (non-gambling), YouTube, Discord, streaming, or similar
Background in marketplace environments with supply and demand dynamics
Familiarity with loyalty economics and VIP program design
Experience with AI-driven personalization or propensity modeling at scale

Culture Fit

Growth-centric and entrepreneurial—comfortable reinventing strategy on a quarterly cadence
Proactively challenges the status quo and seeks both incremental and exponential opportunities
Operates as an economic architect, not a campaign executor
Collaborative peer who builds trust across Segmentation, Loyalty, and Lifecycle without creating turf wars

Director, Collector Strategy and Segmentation