Senior Director, Sales & Operations ANZ - 12 Months Fixed Term Contract

Welcome to Warner Bros. Discovery… the stuff dreams are made of.

Who We Are…

When we say, “the stuff dreams are made of,” we’re not just referring to the world of wizards, dragons and superheroes, or even to the wonders of Planet Earth. Behind WBD’s vast portfolio of iconic content and beloved brands, are the storytellers bringing our characters to life, the creators bringing them to your living rooms and the dreamers creating what’s next…

From brilliant creatives, to technology trailblazers, across the globe, WBD offers career defining opportunities, thoughtfully curated benefits, and the tools to explore and grow into your best selves. Here you are supported, here you are celebrated, here you can thrive.

Department:                 Content Sales

Location:                       Sydney, Australia

Reports to:                    Managing Director, ANZ

Your New Role:

The Senior Director, Sales and Operations is responsible for driving strategy and revenue growth of Warner Bros. Discovery (WBD) content within the Television Licensing and Home Entertainment divisions across the Australia and New Zealand markets. This role is responsible for evaluating and structuring deals to optimise results and ensure revenue targets are reached/exceeded as well as ensuring alignment with overall divisional and corporate objectives.

This leadership role is responsible for building, developing and maintaining strong client relationships and partnerships to achieve revenue targets as well as leading business development initiatives, driving team collaboration and seeking new revenue opportunities within the television landscape.

In addition to the commercial function, this role also leads the operational function of the Television licensing division responsible for pre and post sales administration, data management, contractual obligations, reporting, invoicing and content delivery.

Responsibilities:

Content Sales

• Manage all TV licensing of Warner Bros. and Discovery content across Australia and New Zealand (ANZ).

• Proactively develop, service and maintain strong professional relationships with external partners and clients.

• Lead deal negotiations, content distribution strategy, analyses, deal models, term sheets and long form agreements across Free TV, Pay TV, SVOD, AVOD/FVOD media

• Proactively drive revenue from the licensing of WBD TV content across all platforms in Australia & New Zealand to exceed revenue targets

• Manage and service multi-year and volume deals, looking for additional opportunities within these deals to drive revenue growth and the reach of WBD franchises and programs.

• Ensure revenue projects are analyzed and reported correctly on a regular basis.

• Analyse the WBD product inventory and, based on client needs/market trends, develop new ways to increase revenues for Australia & New Zealand.

• Work closely with Head of Studios across ANZ windowing strategy. Support this process by gathering information from Theatrical, Home Entertainment, Streaming teams locally and globally.

• Lead, mentor and develop Sales team to ensure strong sales performance.

• Monitor performance of all assets as well as those of competitors

• Work closely with TV Marketing team to facilitate potential sales as well as post sales servicing

• Work closely with all WBD divisions (Streaming, Networks, Consumer Products, Home Entertainment, Theatrical, Production, Franchise Management) to ensure that key properties are licensed in ANZ and windowing strategies maximized cross-divisionally.

• Work closely and effectively with key stakeholders across WBD (both US and international based)

Content Sales Operations

• Lead the Sales Operations function ensuring the smooth running of the pre and post sales process. 

• Oversee the maintenance and administration of enterprise systems – SAP (COSMOS) and SMART (forecasting system).

• Management and delivery of all forecasting and planning projects. 

• Oversee the timely and accurate delivery and distribution of telecast materials.

• Continually review and evolve process improvements and efficiencies.

• Work closely and effectively with key stakeholders across WBD in the US.  (WB International Production, Legal, Contract Management, Rights Management, Finance, Servicing, Research divisions).

Home Entertainment

• Set and own the ANZ Home Entertainment strategy, aligning global priorities with local market opportunities across physical and digital distribution channels.

• Hold ultimate accountability for financial performance, including budgets, forecasts, investment decisions, and delivery of agreed ANZ commercial outcomes.

• Provide executive oversight of licensee and agent partnerships, setting performance expectations, approving strategic initiatives, and resolving material commercial or operational risks.

• Sponsor and govern market innovation and new revenue opportunities, ensuring disciplined evaluation, alignment to global strategy, and long‑term value creation.

• Act as the ANZ Home Entertainment representative to global, regional, and cross‑functional stakeholders, ensuring alignment, influence, and effective decision‑making.

Leadership

• Lead, mentor, coach and develop direct reports (across both the TV Licensing & Home Entertainment Divisions) to achieve business objectives and career development and talent planning.

• Create and foster a positive, inclusive and high achieving team culture and workplace environment that encourages creative risk-taking to achieve stretch goals and embraces continual change.

• Ensure that all staff members are well motivated, trained and developed to their full potential to ensure that each project achieves its creative, operational and objectives to maximum effect

• Responsible for goal setting and team reviews to overachieve on revenue targets and develop both sales skills and sector knowledge.

• Develop and share leadership vision for teams and ensure that they are given the tools and skills necessary to enable them to deliver their objectives as effectively as possible.

Job Qualification Standards:

Work Experience

• 15+ years related work experience in entertainment & media industry. 

• Previous business management, analysis and planning experience required.

• Experiencie in managing and developing sales staff. 

• Knowledge of and experience in TV licensing and sales negotiation.

• Experienced presenter, negotiator, and influencer.

• Experience in working within a matrixed corporate structure or a multi-national company with multiple stakeholders is an advantage.

• Commercial senior executive experience, with a track record of growth.

Knowledge/Skills

• Ability to engage and manage clients and structure and implement business strategy. 

• Excellent negotiation and influencing skills at all levels.

• Demonstrated strategic and creative thinking.

• Excellent communicator, able to articulate ideas and concepts persuasively. 

• Demonstrated ability to partner effectively with internal and external parties to drive results.

• Responsible, accountable and results-oriented.

• Strong decision making and problem-solving capabilities.

• Excellent attention to detail with high level of accuracy.

• Ability to work across multiple business areas, cross-company across multi-task and handle tight deadlines under pressure.

• A strong team player who contributes to an environment that embraces constant change and innovation.

• Proactive and passionate seeker of knowledge including trends and developments in the media industry, content, and advertising.

• Excellent organizational and administrative skills with exceptional attention to detail.

• A strong leader that inspires commitment and excellence.

• Proactive and passionate seeker of knowledge including trends and developments in the media industry, content and advertising.

How We Get Things Done…

This last bit is probably the most important! Here at WBD, our guiding principles are the core values by which we operate and are central to how we get things done. You can find them at www.wbd.com/guiding-principles/ along with some insights from the team on what they mean and how they show up in their day to day. We hope they resonate with you and look forward to discussing them during your interview.

Championing Inclusion at WBD

If you’re a qualified candidate with a disability and you require adjustments or accommodations during the job application and/or recruitment process, please visit our accessibility page for instructions to submit your request.