Growth Lead — Roku Data Cloud

Roku•Santa Monica, CA

22h•Hybrid

About The Position

The Growth Lead is the technical owner of the full RDC customer lifecycle — combining pre-sales solution engineering with post-sales value engineering. You’ll run a disciplined motion that moves every engagement through Technical Discovery → Solution Design → Pilot → Production, then stay engaged after deployment to turn signed contracts into compounding adoption, usage, and renewal. Pre-sale, you architect the solution. Post-sale, you architect the customer’s path to value — instrumenting adoption signals, running human-in-the-loop orchestration plays across cohorts, and co-authoring case studies that prove RDC’s impact.

Requirements

7+ years in a customer-facing technical role (Sales Engineer, Solutions Architect, Customer/Deployment Engineer, or Data/Analytics Consultant) with direct experience leading both pre-sales and post-sales motions.
Proven track record designing and deploying data collaboration, identity, measurement, or programmatic solutions in AdTech, MarTech, or CTV/streaming.
Strong SQL and data modeling; fluency with data warehousing, ETL/ELT, and analytics tooling.
Working knowledge of cloud security, privacy, and governance frameworks (VPPA, CPRA, GDPR, DPIA, data minimization, audit logging).
Experience with AWS, Azure, or GCP and data delivery patterns (S3, Snowflake shares, APIs).
Excellent communication skills, with the ability to engage analysts, engineers, media planners, and C-level executives in the same week.
Demonstrated ability to run a structured, opportunity-management sales process — not just run demos.

Nice To Haves

Hands-on experience with Snowflake (data shares, Collaboration APIs, Native App Framework, Snowpark, Cortex AI) and clean rooms (identity keys, aggregation-only outputs, match-rate QA, incrementality design).
Experience operationalizing growth marketing or lifecycle motions for B2B data or SaaS products (telemetry-driven outreach, HITL approval workflows, cohort playbooks, case-study production).
Familiarity with DSPs (Amazon DSP/AMC, Yahoo DSP), CDPs (Adobe, Hightouch), and measurement partners (iSpot, Innovid, VideoAmp, Nielsen, Comscore).
Programming experience in Python for data pipelines and lightweight orchestration.
Background in media/entertainment, retail/CPG, or travel; prior work with agency holding companies, retail media networks, or major streamers is a plus.

Responsibilities

Partner with Account Executives and Partnerships leads to run Technical Discovery across agencies, publishers, measurement companies, and ad tech platforms.
Architect privacy-safe RDC solutions — clean room, Collaboration APIs, ACR, RIS, Search Keywords, Conversions API, Ad Log Delivery, planning APIs, and DSP integrations.
Translate requirements into phased Solution Designs with prioritized use cases, KPIs, governance, and sign-offs; own the design through pilot and production.
Deliver tailored demos, whiteboarding sessions, and workshops for stakeholders from analysts to CPOs; represent RDC at CES, upfronts, agency product days, and publisher business reviews.
Scope and execute time-boxed POCs with clear exit criteria (match rate, time-to-activation, deduped reach, stat-sig lift), with hands-on guidance through identity resolution, clean room policy, and activation.
Own the technical handoff to deployment and the ongoing day-to-day relationship with each customer.
Standardize implementation kits for the core golden paths (clean room setup, ad log delivery, chatbot enablement, PMP/programmatic activation) and operationalize Snowflake data shares, S3 delivery patterns, schema governance, and SLAs to drive a low-touch experience and reduce time-to-first-activation to ≤30 days.
Design and run the RDC growth engine: instrument usage telemetry in Snowflake, define adoption/friction/success-event rules, and operate a human-in-the-loop orchestration layer that routes partner-specific outreach through approval workflows.
Build cohort-specific playbooks and Partner Programs for agency holding companies (Publicis, OMG, IPG, GroupM, Dentsu), retail media networks, M&E publishers, and advertisers/platforms — with unlock tiers tied to commitments and continuity terms.
Co-author at least three cross-partner case studies per year; drive safe, permissioned AI adoption with RDC chatbot success patterns (time-to-first-insight, queries per account, insight-to-activation conversion).
Own NRR and value-realization metrics; run monthly/quarterly business reviews tied to the original Solution Design; act as escalation point for clean room, ad log, identity, and activation issues.
Provide structured field feedback to Product to prioritize roadmap and reduce repeat escalations.
Partner with Sales, Partnerships, Customer Success, Legal/Privacy, Finance, and Support on repeatable new-deal and value-realization motions.
Align with Product and Engineering on reference architectures, golden paths, and the template registry; co-design and co-sell with system integrators and measurement/identity partners.