Director, Content Distribution

Roku • Santa Monica, CA

1d • $248,000 - $304,000 • Hybrid

About The Position

Roku’s Content Distribution team drives strategic growth by sourcing, negotiating, and closing distribution partnerships with leading streaming video providers and major TV networks. As a Director, Content Distribution, you will lead the global strategy and execution for Roku Premium Subscriptions, directly owning high value, complex negotiations and guiding the long term roadmap for partner acquisition, renewals, and revenue expansion.
This role requires a senior leader with a proven track record of closing large, strategic content deals, deep expertise in subscription business models, and fluency navigating executive level relationships in the U.S. and international markets.

Requirements

• 10+ years of experience in content distribution, business development, or media partnerships at a leading MVPD, streaming platform, or media company, including direct ownership of major deal negotiations.
• Deep understanding of subscription streaming models, linear licensing agreements, advertising economics, ad inventory structures, and programmatic and audience-based monetization.
• Extensive experience working with legal teams on complex distribution agreements.
• Strong executive presence and exceptional communication skills, with the ability to influence internal and external senior leaders.
• Demonstrated excellence in financial modeling, competitive analysis, and strategic decision making.
• Proven success leading cross functional initiatives and managing multiple high-impact deals simultaneously.
• Bachelor’s degree required

Nice To Haves

• MBA or similar advanced degree preferred.

Responsibilities

• Lead end to end negotiation of major content distribution, premium subscription, and advertising inventory deals with top global streaming services and media companies.
• Own the strategic vision, roadmap, and financial performance of Roku Premium Subscriptions, ensuring sustained partner and revenue growth.
• Serve as the primary executive level relationship owner for key partners, driving alignment on long term collaboration, business strategy, and deal expansion opportunities.
• Lead all aspects of new partner development, including sourcing, financial modeling, forecasting, term sheet creation, contract drafting, negotiations, and closing.
• Oversee renewal strategy for high value partners, including strategic positioning, competitive analysis, and internal alignment across executive stakeholders.
• Provide cross-functional leadership to legal, finance, marketing, product, and ad sales teams throughout negotiations and ongoing partnership management.
• Develop and present strategic materials, including deal strategies, executive presentations, and broader industry trends.
• Evaluate potential partners using deep analysis of content value, market demand, competitive positioning, and long-term strategic fit.
• Monitor industry trends, competitive dynamics, and the evolving streaming ecosystem to inform Roku’s content distribution strategy.
• Oversee the lifecycle of subscription partner contracts, including compliance, renewals, and operational optimization.
• Build and mentor a high performing team focused on complex negotiations, partner management, and business performance.
• Establish scalable processes to manage a large and diverse portfolio of subscription partners.

Benefits

• This role is eligible for health insurance, equity awards, life insurance, disability benefits, parental leave, wellness benefits, and paid time off
• 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.

What This Job Offers

• Job Type: Full-time
• Career Level: Director