Senior Account Manager

About the role

We're looking for a National Account Manager to own Roku's relationship with Walmart. This is a full-stack commercial role: you'll help inform strategy, build relationships, and drive execution across pricing, promotion, product placement, and sell-through. You'll be the internal voice of Walmart and the external face of Roku, and you'll be expected to bring both perspectives to the table.

This role will require frequent travel to Bentonville, AR to meet with partners and stakeholders in the area. As the primary contact for Roku devices at Walmart, you’ll be responsible for achieving annual and quarterly revenue goals and for planning and executing category roadmaps that deliver on pricing, promotion, and product placement objectives.

Responsibilities

• Own Roku’s Walmart devices business end-to-end across US stores and walmart.com: item setup, modular and in-store placement, pricing, promotion, forecasting, in-stock management, and end-of-life transitions
• Assess opportunities for retail growth and expansion across TVs, streaming media players, audio, smart home, and related markets, with a focus on Walmart’s ecosystem
• Develop and present annual and quarterly business plans tied to clear revenue, margin, and share targets
• Ensure promotional alignment internally and with Walmart across key events, features, and programs
• Build strong, trust-based relationships across Walmart's buying, replenishment, merchant, and ecommerce teams
• Lead regular Walmart business cadences, using POS, inventory, and margin data to recommend pricing, promotion, assortment, and allocation actions
• Understand Roku’s business and market dynamics and translate market, shopper, and competitive insights into actionable retail strategies and test-and-learn plans
• Partner with Retail Strategy, Sales Operations, FP&A, Product, and Operations to align on forecasts, promotions, and product priorities
• Partner with Retail Marketing and OEM partners to develop in-aisle, endcap, and seasonal programs that drive incremental traffic and conversion
• Customize sell-in and sell-out materials for Walmart's unique buying process, internal review cadence, and decision-makers
• Track performance against targets and lead regular business reviews with both Walmart and internal stakeholders, including senior Roku leadership

Requirements

• Bachelor’s degree or equivalent practical experience; MS/MBA or equivalent experience preferred
• 8+ years of sales or account management experience in consumer or consumer electronics categories, selling into retail
• 3+ years of experience selling into Walmart, with established buyer-level relationships
• Proven track record of hitting revenue targets and growing a business at Walmart, regardless of category
• A deep understanding of the big-box retail environment and how decisions around assortment, placement, price, and promotion show up in-store and online
• Able to operate strategically and get into the details — you can build a Joint Business Plan (JBP) and pull a Point-of-Sale (POS) report
• Comfort building cases from data (POS, share, margin, promo ROI) and translating insights into clear recommendations
• Can think strategically, but can dig in to answer questions and get the details in order to ensure the strategy can be realized
• Enjoy working cross-functionally, but can also work independently in a fast-paced, ambiguous environment
• Take a long-term view when evaluating opportunities and setting priorities for Walmart and Roku’s broader retail portfolio
• Clear, confident communication skills with the ability to tailor the message for a Walmart merchant, a cross-functional working team, or a Roku executive

Qualifications

• Strong cross-functional instincts; you know how to work through influence, not just authority, with partners across finance, operations, marketing, and product
• Experience in a similar role at a major retailer
• Ability to work in a hybrid work environment with occasional travel

Skills

• Strategic thinking
• Detail-oriented
• Excellent communication skills
• Ability to work in a fast-paced, ambiguous environment

Benefits

• Health insurance
• Equity awards
• Life insurance
• Disability benefits
• Parental leave
• Wellness benefits
• Paid time off

Pay

The estimated annual salary for this position is between $191,000 - $224,000 annually. Compensation packages are based on factors unique to each candidate, including but not limited to skill set, certifications, and specific geographical location.

Schedule

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.