Business Development Manager - IP Licensing
Xsolla is a global video game commerce company providing tools and services to launch, monetize, and scale games. Its offerings include payments, web shops, publishing, distribution, LiveOps, anti-fraud, subscriptions, SDKs, and creator solutions for developers, publishers, payment providers, creators, and other gaming businesses.
Maintainer signals as of 8/23/2026
Projects
About Xsolla (USA), Inc.
Xsolla operates as a global merchant of record and video game commerce platform serving developers, publishers, resellers, payment providers, creators, and retailers. It provides payment processing across more than 200 countries and regions, 1,000+ payment methods, and 130+ currencies, alongside tax management, compliance, fraud prevention, refunds, dispute management, and end-user support. Its product portfolio includes Web Shop, Publishing Suite, Payments, Xsolla Pay, Mobile Buy Button, SDKs, Subscriptions, game distribution, Partner Network, Offerwall, LiveOps, Anti-Fraud, Login, Site Builder, cloud gaming, and related gaming commerce tools.
Skills
Candidate Availability
Required and preferred rules are kept separate and reflect the wording in the original posting.
About the Role
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.
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.
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.
