Roku is the #1 TV streaming platform in the US and Mexico, and we've set our sights on powering every television in the world. Roku pioneered streaming to the TV. Our mission is to be the TV streaming platform that connects the entire TV ecosystem. We connect consumers to the content they love, enable content publishers to build and monetize large audiences, and provide advertisers unique capabilities to engage consumers.
From your first day at Roku, you'll make a valuable - and valued - contribution. We're a fast-growing public company where no one is a bystander. We offer you the opportunity to delight millions of TV streamers around the world while gaining meaningful experience across a variety of disciplines.
About the team
At Roku, we like to say that there are no bystanders, and that is as true in the advertising team as it is in any other facet of the company. We work together to ensure our clients understand this new world of advertising, that they are making the best possible decisions to support their own goals, and drive advertiser interest and engagement across the board. The Advertising Sales team is responsible for driving ad revenue with Advertisers and ultimately enabling our clients to reach their business objectives.
About the Role
We are seeking a highly driven and strategic partnership lead with a ‘hunter’ mentality to join our team and take ownership of leveraging Roku’s first-party data assets to unlock and accelerate new revenue opportunities. This role is ideal for a self-starter who thrives in ambiguity, has experience building SaaS/DaaS businesses from the ground up, has operated within matrixed organizations, and is comfortable taking initiative in a fast-paced, evolving environment. You will play a pivotal role in creating and executing new strategies that drive revenue, forge partnerships, and elevate our data’s value in the ad tech ecosystem. This position will report to the Head of Data Sales & Partnerships.
For New York Only - The estimated annual salary for this position is between $157,000 - $265,000 annually. Compensation packages are based on factors unique to each candidate, including but not limited to skill set, certifications, and specific geographical location.
This role is eligible for incentive compensation/commissions, health insurance, equity awards, life insurance, disability benefits, parental leave, wellness benefits, and paid time off.
What you’ll be doing
- Drive Data Monetization Strategy: Develop and execute a comprehensive data monetization strategy that leverages Roku’s first-party data + clean room technology and different APIs/data product features to secure large, revenue generating partnerships across third-party platforms, data and measurement partners, publishers, and more.
- Lead High-Stakes Negotiations: Serve as the primary dealmaker for complex data agreements, skillfully negotiating terms that maximize revenue while aligning with Roku’s strategic priorities.
- Build Strategic Partnerships: Establish and nurture high-value relationships with key data buyers, including enterprises and tech platforms, identifying opportunities for mutual growth.
- Cross-Functional Leadership: Partner closely with business development, partner management, product, and legal teams to align on product offerings, pricing models, and legal frameworks that support scalable SaaS/DaaS solutions as part of broader enterprise partnerships.
- Develop Scalable Solutions: Identify opportunities to package Roku’s data into scalable SaaS/DaaS products, driving sustainable ARR growth across multiple partners.
- Market Insights & Industry Trends: Stay ahead of industry trends in data, SaaS/DaaS models, and data privacy, providing thought leadership both internally and externally.
- Exceed Revenue Targets: Develop and execute against annual sales targets for data monetization, ensuring consistent growth in recurring revenue through strategic data partnerships.
We’re excited if you have
- Experience: 10+ years of experience in ad tech, digital media, or a related field, with a proven track record in data sales, strategic partnerships, and complex SaaS/DaaS negotiations.
- Sales & Partnerships: Proactive and strategic thinker that has a proven track record of exceeding revenue targets.
- Data Expertise: Deep understanding of identity, ACR data, and its role in enhancing media performance for advertisers.
- Strategic Negotiator: Demonstrated ability to lead high-value negotiations that drive 7-figure ARR.
- Cross-Functional Leader: Strong communication and collaboration skills, with the ability to influence and partner effectively across internal teams, including sales, BD/partner management, product and legal.
- Self-Starter: A proactive, independent worker who can thrive in a dynamic, fast-paced environment and bring strategic vision to life.
- Expertise in Data & Technology: Deep understanding of data, its applications within the connected TV and digital advertising ecosystem, and the competitive data landscape.
- Industry Knowledge: Familiarity with clean room technology, data/measurement vendors, media/CTV platforms, programmatic advertising, the competitor landscape, and data privacy regulations (e.g., CCPA, GDPR).
#LI-OR1
Roku is committed to offering a diverse range of benefits as part of our compensation package to support our employees and their families. Our comprehensive benefits include global access to mental health and financial wellness support and resources. Local benefits include statutory and voluntary benefits which may include healthcare (medical, dental, and vision), life, accident, disability, commuter, and retirement options (401(k)/pension). Our employees can take time off work for vacation and other personal reasons to balance their evolving work and life needs. It's important to note that not every benefit is available in all locations or for every role. For details specific to your location, please consult with your recruiter.
The Roku Culture
Roku is a great place for people who want to work in a fast-paced environment where everyone is focused on the company's success rather than their own. We try to surround ourselves with people who are great at their jobs, who are easy to work with, and who keep their egos in check. We appreciate a sense of humor. We believe a fewer number of very talented folks can do more for less cost than a larger number of less talented teams. We're independent thinkers with big ideas who act boldly, move fast and accomplish extraordinary things through collaboration and trust. In short, at Roku you'll be part of a company that's changing how the world watches TV.
We have a unique culture that we are proud of. We think of ourselves primarily as problem-solvers, which itself is a two-part idea. We come up with the solution, but the solution isn't real until it is built and delivered to the customer. That penchant for action gives us a pragmatic approach to innovation, one that has served us well since 2002.
To learn more about Roku, our global footprint, and how we've grown, visit https://www.weareroku.com/factsheet.
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What We Do
Roku pioneered streaming to the TV. We connect users to the streaming content they love, enable content publishers to build and monetize large audiences, and provide advertisers with unique capabilities to engage consumers. Roku streaming players and Roku TV™ models are available around the world through direct retail sales and licensing arrangements with TV OEMs and service operators.
