Business Development Manager - IP Licensing

Xsolla • Chinese: C2 • English • 5 months ago
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Location
In office (Beijing)
Seniority
Staff · 3+ years exp
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Xsolla

Xsolla is a video game commerce company founded in 2005 that handles the payment, billing and storefront side of the business for game developers and publishers. Its products cover global payment acceptance in hundreds of methods and currencies, web shops that sell directly to players outside the mobile app stores, subscription and in-game purchase management, partner networks and player acquisition tools, with the company acting as merchant of record so developers do not carry tax and compliance obligations themselves. Headquartered in Los Angeles, it works with thousands of studios and has grown as publishers look for routes around platform store fees.
xsolla.com • HQ: Los Angeles, United States • Financial Services • Payments • Game Development • Gaming • 1001-5000 employees • Est. 2005

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

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