About ZURU
ZURU is a reimagination company. We look for categories that have stood still, then we build next-generation products and brands that set the new standard. ZURU Toys is reimagining play. ZURU Edge is reinventing everyday consumer brands. Rhodes Pet Science is reimagining pet science. ZURU Tech is leading the next building revolution.
ZURU started in 2003 with two brothers from New Zealand, and we're still founder-owned and operated today. Since then we've become the world's second-biggest privately held toy company, and nearly half of all Gen Y and Gen Z households with kids in the US own a ZURU product. Today we're 5,000 people in 34 offices, selling into more than 150 markets, backed by over 100 acres of fully automated manufacturing. And we're only getting started.
ROLE PURPOSE
The Licensing Director owns the strategy, performance, and growth of ZURU's Key Account licensing portfolio, spanning both ZURU Toys and other ZURU Edge brands — the partnerships with the largest, highest-profile entertainment studios, IP holders, and global brands that anchor the licensing business. Key Account strategy is shaped jointly with the Head of Licensing & Partnerships; this role brings the dedicated account management leadership, governance, and team structure to execute it and to expand these relationships globally.
HOW YOU WILL MAKE AN IMPACT
You will lead the Key Account team — sized and structured to flex as the portfolio grows — while partnering directly with the Head of Licensing & Partnerships on strategy. This is an account management role built around deep, multi-year, multi-brand relationships with a small number of the most significant partners in the business, using that depth as the platform to unlock new products, categories, markets, and commercial models globally, across both ZURU Toys and ZURU Edge.
CORE ROLES AND RESPONSIBILITIES
Key Account Strategy & Portfolio Growth
Partner with the Head of Licensing & Partnerships to develop and execute Key Account strategy, aligned with long-term portfolio growth across ZURU Toys and ZURU Edge.
Own the performance and growth of the Key Account portfolio across categories, translating strategic priorities into actionable roadmaps.
Assess whitespace and identify opportunities to expand existing partnerships into new products, retail channels, categories, and markets.
Account Leadership & Business Development
Own account management leadership for the most significant studio, IP, and global brand relationships — deep, multi-year, multi-brand partnerships built on long-term value.
Build and manage executive-level relationships, serving as the primary business owner for key accounts.
Develop annual business plans and joint growth strategies with strategic partners.
Identify, evaluate, and prioritise new partnership opportunities of this calibre that drive revenue and expand the brand.
Global Expansion
Drive global expansion of Key Account relationships into new markets, geographies, and categories.
Stay informed on industry trends, competitive activity, licensing opportunities, and emerging IP to identify future partnership opportunities.
Contract & Deal Management
Own contract governance and final approval across Key Account deal structures, minimum guarantees, and contract terms.
Lead negotiation support and executive escalations on complex or high-value agreements.
Partner with Legal to ensure contracts protect ZURU's commercial and brand interests.
Commercial Performance & Governance
Own revenue, royalty, and margin performance across the Key Account portfolio, monitoring against targets and proactively addressing risks and opportunities.
Lead quarterly business reviews, performance reporting, and executive governance across the portfolio.
Partner with Finance on forecasting and royalty reporting accuracy.
Cross-Functional Leadership
Partner with Product Development, Marketing, Legal, Supply Chain, and Finance to launch and scale Key Account partnership initiatives.
Act as the escalation point for Key Account-related issues, resolving them with the right internal and external stakeholders.
Team Leadership & Development
Lead and develop the Key Account team, with structure expected to flex as the portfolio and business scale.
Mentor the team and build scalable ways of working, coaching toward the next level.
Run regular 1:1s and team reviews to keep priorities aligned and workload balanced.
WHAT YOU WILL BRING
8-10 years' experience in account management, brand partnerships, commercial leadership, or licensing, with a track record of owning significant, high-value relationships.
Proven track record growing strategic, high-value partnerships that deliver meaningful revenue and business impact.
Experience in a people leadership capacity, ideally managing a small team.
Experience managing complex, executive-level relationships across multiple stakeholders.
Demonstrated success building annual business plans and driving commercial performance through partnerships.
Strong strategic and analytical mindset, with the ability to translate growth opportunities into executable initiatives.
Excellent negotiation, relationship management, and executive communication skills.
Experience leading cross-functional initiatives across Product, Marketing, Operations, Finance, and Legal.
A background in licensing, entertainment, or global IP partnerships is a plus; we equally value account management calibre from adjacent industries such as brand, retail, or commercial partnerships.
Comfortable operating across time zones and geographies, given the global nature of the portfolio.
Based in Auckland, New Zealand. Candidates based in the US or UK will also be considered if willing to relocate to Auckland.
Who thrives at ZURU
This isn't a 9-to-5. We move fast, think big and set goals most companies would call impossible, then go after them. The people who thrive here are entrepreneurs at heart. They own their work, chase bold ideas and never stop raising the bar.
At ZURU, you drive your career, and we give you the platform to take it as far as you can. There are opportunities here that you won’t find anywhere else, and you'll be surrounded by talented people who make things happen. We're a true meritocracy: we reward impact, not tenure.
How we work
Big ideas happen when great people work side by side, so we're office-first by design. Being together means faster collaboration, sharper decisions and stronger teams, and it's where the real learning happens. Some flexibility may be available depending on the role, location and business needs, but most roles are office-based.
Want to see what life at ZURU really looks like? Follow LIFE@ZURU on Instagram or www.zuru.com
ZURU – Reimagining tomorrow 🚀
ZURU may use AI tools to help screen, assess or select applicants.