The Role
Leads Loungefly’s North American wholesale sales strategy, revenue and profitability targets, national account relationships, channel expansion, commercial negotiations, and retail partnerships. Develops account growth plans, supports product launches, uses POS data and market insights, and collaborates with Marketing, Planning, Finance, and Operations. Manages sales agencies and develops a high-performing team while driving distribution and profitable growth across specialty, mass, department store, club, marketplace, and off-price channels.
Summary Generated by Built In
Funko Overview
Welcome to the Funko-verse, a world built on pure imagination, a land governed by the philosophy that stories matter, a universe comprised of characters from countless fandoms, a galaxy of once upon a times and happily ever afters.
Welcome to the Funko-verse, a world built on pure imagination, a land governed by the philosophy that stories matter, a universe comprised of characters from countless fandoms, a galaxy of once upon a times and happily ever afters.
But what does Funko do?
Funko is a purveyor of pop culture and licensed-focused collectibles company. Funko currently holds thousands of licenses and the rights to create tens of thousands of characters – one of the largest portfolios in the pop culture and collectibles industry. Funko’s Pop! Vinyl is the number one stylized vinyl collectible on the market, selling millions of figures to fans around the world.
The Senior Director, Sales – Loungefly is a strategic sales leader responsible for driving profitable revenue growth, expanding retail distribution, and strengthening key customer partnerships. This role leads wholesale sales strategy across North America, develops new business opportunities, and partners cross-functionally to bring innovative products and programs to market. The ideal candidate combines strong national account experience with a passion for fashion accessories, fandom culture, and consumer trends, and a proven track record of scaling brands, delivering revenue targets, and building high-performing teams.
What You’ll Do
Revenue Growth & Account Leadership
- Own annual and long-range revenue, margin, and profitability targets for Loungefly.
- Lead national account strategy across specialty, mass, department store, club, marketplace, off-price, and trend-driven specialty channels.
- Identify, negotiate, and secure new retail partnerships that expand distribution and drive profitable growth.
- Lead executive customer relationships, joint business planning, line reviews, and commercial negotiations.
- Monitor business performance and implement actions to improve revenue, productivity, and profitability.
Channel Expansion & Commercial Strategy
- Develop channel strategies that align assortment, pricing, exclusivity, and distribution objectives.
- Expand Loungefly into new retail channels, including mass, club, value, off-price, and emerging specialty accounts.
- Evaluate account productivity, sell-through, and profitability to optimize investment and growth opportunities.
- Partner cross-functionally to support new product launches, category expansion, and retail growth initiatives.
Trade Marketing & Execution
- Develop retailer-specific growth plans that improve visibility, conversion, and sell-through.
- Lead creation of customer presentations, seasonal selling tools, and account-specific programs.
- Partner with Marketing, Planning, and Operations to support launches, promotions, forecasting, and inventory alignment.
- Leverage POS data, consumer insights, and market trends to inform commercial decisions.
Leadership & Cross-Functional Partnership
- Lead, coach, and develop a high-performing sales team.
- Foster alignment across Sales, Product, Marketing, Planning, Finance, and Operations.
- Manage external sales partners, agencies, and distributors to ensure strong execution and accountability.
- Serve as the senior sales leader for Loungefly North America, helping shape commercial priorities and growth strategies.
What You’ll Bring
- 10+ years of progressive sales leadership experience managing national retail accounts.
- Proven success growing business across specialty, mass, and trend-driven retail channels, including retailers such as Urban Outfitters, PacSun, Tilly's, BoxLunch, Hot Topic, Target, Walmart, Amazon, and similar accounts.
- Demonstrated ability to drive revenue growth, expand distribution, and build strategic retail partnerships.
- Strong financial, forecasting, and analytical skills, including experience managing revenue, margin, and promotional performance.
- Experience in fashion accessories, handbags, softlines, lifestyle, collectibles, licensing, or related consumer product categories preferred.
- Exceptional leadership, communication, presentation, and negotiation skills.
- Experience managing and developing high-performing teams.
- Proficiency with ERP/CRM systems and Microsoft Office Suite.
- Bachelor's degree required.
- Ability to travel as needed.
Salary Information
The base salary range for this position in the selected city is $150,000 - $200,000 annually. Compensation may vary outside of this range depending on a number of factors, including a candidate’s qualifications, skills, competencies and experience, and location. Base pay is one part of the Total Package that is provided to compensate and recognize employees for their work, and this role may be eligible for additional discretionary bonuses/incentives (Sales incentive plan), and restricted stock units.
The base salary range for this position in the selected city is $150,000 - $200,000 annually. Compensation may vary outside of this range depending on a number of factors, including a candidate’s qualifications, skills, competencies and experience, and location. Base pay is one part of the Total Package that is provided to compensate and recognize employees for their work, and this role may be eligible for additional discretionary bonuses/incentives (Sales incentive plan), and restricted stock units.
What Funko Offers
Funko offers a competitive compensation package with full benefits and a 401(K) plan with matching contributions from the company. Most importantly, we offer a creative work environment with people who love pop culture just as much as you do. Can’t wait to gush about your latest binge? Neither can we! Looking for a place where your favorite pop culture t-shirt will receive the compliments it deserves? We know how you feel!
Funko is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances.
Work Environment
The noise level in the work environment is usually moderate. While performing the duties of this Job, the employee is regularly required to sit; use hands to finger, handle, or feel and talk or hear. The employee is frequently required to reach with hands and arms. The employee is occasionally required to stand and walk. The employee must frequently lift and/or move up to 10 pounds and occasionally lift and/or move up to 25 pounds.
This position is based in Burbank, CA. Local candidates will be considered first.
Skills Required
- 10+ years of progressive sales leadership experience managing national retail accounts
- Proven success growing business across specialty, mass, and trend-driven retail channels
- Demonstrated ability to drive revenue growth, expand distribution, and build strategic retail partnerships
- Strong financial, forecasting, and analytical skills, including revenue, margin, and promotional performance management
- Experience in fashion accessories, handbags, softlines, lifestyle, collectibles, licensing, or related consumer product categories
- Exceptional leadership, communication, presentation, and negotiation skills
- Experience managing and developing high-performing teams
- Proficiency with ERP or CRM systems and Microsoft Office Suite
- Bachelor’s degree
- Ability to travel as needed
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The Company
What We Do
Funko (NASDAQ: FNKO) is a leading pop culture lifestyle brand. We provide connection to pop culture with a product line that includes vinyl figures, action toys, plush, apparel, board games, housewares, NFTs and accessories. As the world’s largest proprietor of licenses, entertainment enthusiasts display their fandom through the lens of Funko products. The company also powers the Loungefly, Mondo, Funko Games and Digital Pop! brands, while offering a large selection of lifestyle goods through Funko.com, Loungefly.com and FunkoEurope.com as well as at our retail locations in Everett, Washington and Hollywood, California. Learn more at https://funko.com/, and follow us on Twitter (@OriginalFunko) and Instagram (@OriginalFunko)
