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.

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

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