Senior Director, Advertising Sales – Independent & Brand Direct

Job description

Teamwork makes the stream work. Roku is changing how the world watches TV Roku is the #1 TV streaming platform in the U.S., Canada, 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. What does the team work on? The Independent & Brand Direct team is a major growth engine for Roku's advertising business, focused on net new advertiser acquisition across independent agencies and client-direct advertisers. This segment helps diversify Roku's advertiser base, maximize yield in an underpenetrated market, and build the next generation of Roku's advertising business. What is the role? Roku is seeking a Senior Director, Advertising Sales to lead and scale the Independent & Brand Direct team, a newly created vertical reporting directly to the VP of Ad Sales. This leader will set the strategic vision for a high-performing organization, drive meaningful revenue growth, and shape the go-to-market strategy for one of Roku's highest-growth opportunities. The ideal candidate brings deep expertise across CTV/streaming, performance, and digital-first advertising, along with a strong network in the independent agency and emerging brand ecosystem. They have a proven track record of leading organizations that include both managers and individual contributors, standing up new revenue streams in high-growth markets, and building, coaching, and inspiring high-performing teams in fast-paced environments. They also bring meaningful experience across ad tech, data, and programmatic marketplaces, with the ability to build strategic, integrated partnerships with agencies and brands through interoperable solutions. For New York Only - The estimated annual base salary for this position is between $428,000 - $533,000. 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. How will I use AI at Roku? At Roku, we don’t just use AI, we work with it. AI agents and smart tools help power drafts, analysis, and repetitive workflows, while our people bring direction, judgment, and accountability. We value curious, adaptable builders, who can show how they’ve used AI, agents, or automation to move faster, improve quality, and scale their impact. Strong candidates know how to frame problems, guide AI-assisted work, check the output, and learn quickly. Above all, they bring curiosity, adaptability, and sound judgment. What are the responsibilities of the role? Strategic Leadership • Own Roku's advertising sales strategy and performance for the Independent & Brand Direct vertical, including go-to-market planning, forecasting and delivery against revenue targets. • Build, lead, and develop a team of Directors, Managers, and Account Executives while fostering a culture of accountability, collaboration, and growth. • Set goals, conduct quarterly business reviews, and provide executive-level coaching to drive consistent performance across the organization. • Identify emerging market trends and competitive threats, then translate those insights into strategies that accelerate Roku's advertising business. Revenue & Go-to-Market • Lead net new advertiser acquisition by expanding Roku's business into independent agencies, brands with direct/in-house buying teams, performance-first, and digital-native brands. • Grow relationships across independent agencies and client-direct advertisers while expanding Roku's footprint with emerging advertisers. • Build and evolve full-funnel sales and go-to-market strategies that connect audiences with the brands they love while driving both reach and measurable business outcomes. • Lead solutions-oriented selling across the full spectrum of Roku opportunities, from home screen native sponsorships and premium video to programmatic, Ads Manager, and automated buying strategies and tactics. • Drive new broadcast and calendar-year commitments through upfront and strategic partnership planning in collaboration with Roku's Global Agency Partnership team. • Develop insights, case studies, and packaging strategies that clearly demonstrate Roku's value for Independent and emerging brands. Cross-Functional Leadership • Partner with Revenue Operations, FP&A, and Media leadership to forecast business performance and optimize pipeline, yield, and margin at scale. • Collaborate with Account Management, Business Development, and Marketing teams to build custom solutions and compelling narratives for agency partners, bringing together programmatic strategy, measurement, data, and go-to-market capabilities to meet client needs and unlock growth. • Work closely with Marketing, Product, and Engineering to ensure the needs of this customer segment are reflected in Roku's ad product roadmap. • Build strong partnerships with Client Services to support customer satisfaction, retention, and long-term account growth. Industry Presence • Represent Roku as a senior spokesperson in executive client engagements and at major industry events. • Cultivate senior relationships across independent agencies, emerging brands, and performance-oriented marketers. What experience would help someone be successful in this role at Roku? • 15+ years