Head of Agency Partnerships

Roku•New York, NY

17h•$208,900 - $302,900•Hybrid

About The Position

The Head of Agency Partnerships is a senior leader within Roku's Global Advertising Partnerships organization responsible for leading a team of Agency Partnership Leads and overseeing the strategy, growth, and overall health of a portfolio of Roku's most important agency relationships. Reporting to the VP of Global Advertising Partnerships, this leader will develop and execute comprehensive agency partnership strategies that accelerate revenue growth, deepen executive relationships, identify new commercial opportunities, and expand Roku's influence across the advertising ecosystem. This role requires a combination of deep industry expertise, commercial acumen, strategic thinking, and strong people leadership to guide the team in building differentiated, multi-year partnerships that extend beyond individual transactions and annual negotiations. The Head of Agency Partnerships will also serve as a senior voice of Roku within the agency community and as a critical connector internally across Sales, Product, Programmatic, Data, Measurement, Marketing, Finance, and other teams. This leader will maintain a deep understanding of agency business priorities, organizational changes, investment strategies, competitive dynamics, and emerging industry trends, translating those insights into actionable recommendations for Roku leadership. The ideal candidate thrives at the intersection of commercial strategy, technology, data, and product, and can navigate ambiguity while establishing clear direction in a fast-paced and constantly evolving environment.

Requirements

15+ years of relevant experience in advertising, media, agency partnerships, digital video, advertising technology, or related commercial leadership roles
Significant experience leading, coaching, and developing high-performing teams and senior-level talent
Deep knowledge of the agency ecosystem, including experience working with major holding companies, independent agencies, and senior agency decision-makers
Proven track record developing and growing complex, strategic commercial partnerships with measurable business impact
Experience leading significant commercial negotiations and navigating complex, multi-stakeholder relationships
Exceptional executive presence and a demonstrated ability to build trusted relationships with senior agency and industry leaders
Strong strategic and commercial judgment, with an ability to identify whitespace opportunities and translate them into scalable revenue growth
Deep understanding of the evolving advertising ecosystem, including CTV, programmatic buying, data, measurement, outcomes, and emerging technology
Ability to operate fluently at the intersection of commercial strategy, technology, data, and product
Demonstrated success working across Sales, Product, Marketing, Finance, Measurement, Data, and other organizations to deliver business outcomes
Demonstrated ability to leverage AI, agents, and automation to improve strategic thinking, team productivity, partnership intelligence, and operational effectiveness
Excellent communication and presentation skills, including the ability to influence senior executives internally and externally
Ability to navigate ambiguity, establish clear direction, and lead teams effectively in a fast-paced and constantly evolving environment

Responsibilities

Lead, coach, and develop a high-performing team of Agency Partnership Leads, establishing clear priorities, accountability, and expectations for the business
Own the overall strategy, commercial growth, and health of a portfolio of Roku's most important agency partnerships
Develop differentiated partnership strategies based on each agency's business model, organizational structure, investment priorities, client portfolio, and strategic objectives
Guide Agency Partnership Leads in developing and executing annual and multi-year partnership strategies designed to increase Roku's influence and share of advertising investment
Identify and develop incremental revenue opportunities beyond the traditional annual negotiation cycle, translating agency needs and marketplace changes into new commercial opportunities
Provide senior leadership across major agency negotiations, including the annual Upfront, strategic agreements, and other complex commercial partnerships
Build and maintain trusted relationships with senior agency executives across investment, strategy, programmatic, data, technology, measurement, commerce, and executive leadership
Develop executive engagement strategies that expand Roku's relationships and influence across priority partners and connect senior Roku executives with the appropriate agency leaders
Maintain a deep understanding of agency business priorities, organizational changes, investment strategies, competitive dynamics, and emerging industry trends
Identify opportunities to create differentiated partnerships across programmatic activation, data collaboration, measurement and outcomes, APIs, AI and agentic buying, content, and other emerging capabilities
Partner closely with Product and technical teams to translate agency priorities into new products, integrations, solutions, and joint strategic roadmaps
Orchestrate cross-functional teams across Roku to address partner needs, remove barriers, and capitalize on opportunities requiring coordination across multiple parts of the organization
Partner closely with Sales leadership to ensure centralized agency strategies translate into client-level opportunities and measurable revenue growth
Establish consistent operating rhythms across the team, including partnership planning, opportunity identification, executive engagement, business reviews, pacing, marketplace intelligence, and measurement of partnership performance
Establish clear measures of partnership health and business impact and proactively identify opportunities, risks, and areas requiring leadership intervention
Represent Roku externally as a strategic thought partner on the evolution of television, streaming, advertising technology, data, outcomes, and AI
Help evolve Roku's agency relationships from primarily media and investment partnerships into broader strategic and technology partnerships