Senior Account Manager

Roku•Field, NM

7d•Remote

About The Position

Roku is the #1 TV streaming platform in the U.S., Canada, and Mexico, and we've set our sights on powering every television in the world. Roku pioneered streaming to the TV. Our mission is to be the TV streaming platform that connects the entire TV ecosystem. We connect consumers to the content they love, enable content publishers to build and monetize large audiences, and provide advertisers unique capabilities to engage consumers. From your first day at Roku, you'll make a valuable - and valued - contribution. We're a fast-growing public company where no one is a bystander. We offer you the opportunity to delight millions of TV streamers around the world while gaining meaningful experience across a variety of disciplines. About the team Roku is constantly innovating and finding new ways to provide new value for our customers, and Roku's Retail Sales team is responsible for driving the growth of Roku's retail products and programs by bringing our device portfolio to market through the country's largest retail partners. We manage the commercial relationships, in-store presence, and sell-through performance that connect Roku products to millions of customers every day. 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 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. We're not necessarily looking for someone who already knows everything about the TV business. We're looking for someone who has won at Walmart in a competitive category and knows how to build on that success. If you've driven results at the world's largest retailer and you're excited about learning a new space, this role was built for you.

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
Ability 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
Strong cross-functional instincts; you know how to work through influence, not just authority, with partners across finance, operations, marketing, and product
Clear, confident communication skills with the ability to tailor the message for a Walmart merchant, a cross-functional working team, or a Roku executive

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