Senior Business Development Manager, Retail Media Partnerships & BD

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 Commerce and Shoppable Partnerships team sits within Roku's Global Ad Platform Partnerships and Business Development organization. The team is responsible for driving the next generation of commerce and shoppable based advertising solutions on the largest screen in the home. We partner with Roku ad product and ad sales, as well as brands, agencies, and ad tech platforms to unlock new revenue streams through commerce-enabled campaigns, shoppable formats, and measurable business outcomes. What is the role? We are seeking an experienced Senior Partnerships and Business Development leader to execute strategic retail media partnerships, working with the largest big box companies in the US. In this role, you will be the catalyst for expanding Roku's footprint in retail media, building relationships with key retailers and big box partners, fostering relationships with sales, and ad technology partners who are looking to drive measurable ROI and commerce outcomes through CTV advertising. You will identify, structure, and execute strategic partnerships that advance Roku's position as the leading commerce and shoppable advertising platform for streaming TV. For New York Only - The estimated annual base salary for this position is between $153,400 - $297,500 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 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? Partnership Development & Revenue Growth • Identify, develop, and manage Retail Media networks partnerships • Drive incremental revenue through deals focused on retailer and commerce partnerships powered by unique first party data • Build and maintain executive-level relationships with key decision-makers at retailers, commerce networks, and ecosystem partners Strategic Initiatives & Business Building • Structure innovative partnership models that leverage Roku's unique data, measurement, and commerce capabilities to deliver performance outcomes • Develop business cases, financial frameworks, and ROI models for new commerce and retail media advertising solutions • Collaborate with Product, Sales, and Revenue Operations teams to bring new performance products and features to market • Evangelize Roku's commerce and performance advertising capabilities through thought leadership, presentations, and industry events Cross-Functional Collaboration • Partner with Product, Engineering, Partnership Solutions, and Data Science teams to define product requirements based on partner and market opportunities • Work closely with Legal and Finance to structure complex partnership agreements • Provide market feedback to inform product roadmap and go-to-market strategies What experience would help someone be successful in this role at Roku? Required Qualifications • 7+ years of experience in business development, partnerships, or sales within digital advertising, ad tech, or commerce • Worked with or at Retail Media Networks, Programmatic, and Commerce platforms • Experience with API, social networks, and measurement platforms • Proven track record of driving multi-million dollar revenue partnerships • Deep understanding of performance advertising, e-commerce, and direct-response marketing principles • Strong technical skills (API, cleanrooms, retailer measurement) to guide and consult across product and partner solutions • Strong analytical skills with ability to interpret data, build financial models, and present insights to executive audiences • Exceptional communication and presentation skills with experience presenting to C-level executives • Experience managing complex negotiations and structuring win-win partnership agreements Preferred Qualifications • Experience in CTV/OTT advertising or streaming platforms • Knowledge of attribution methodologies, measurement frameworks, and privacy-compliant data strategies • Understanding of ROAS, CPA, LTV, and other performance marketing KPIs #LI-OR1 What's Roku's approach to hybrid working? Roku fosters an inclusive and collaborative environment where teams generally work in the office Monday through Thursday. Fridays are generally flexible for remote work, except for employees whose specific roles or assigned office location require five days' a week attendance. What are some of the benefits? Roku is committed to offering a diverse range of benefits as part of our compensation package to support our employees