Senior Business Development Manager, Retail Media Partnerships & BD

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.

About 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 U.S. 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.

Responsibilities

• 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

Requirements

• 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

Pay

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.

Benefits

• Health insurance
• Equity awards
• Life insurance
• Disability benefits
• Parental leave
• Wellness benefits
• Paid time off
• Global access to mental health and financial wellness support and resources
• Statutory and voluntary benefits which may include healthcare (medical, dental, and vision), life, accident, disability, commuter, and retirement options (401(k)/pension)

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.

About Roku's 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.

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.