Senior Business Development Manager, Retail Media Partnerships & BD

Roku•New York, NY

3d•$153,400 - $297,500•Hybrid

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. 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. 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 US. 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.

Requirements

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

Nice To Haves

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

Responsibilities

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
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
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