Head of Agency Partnerships, Roku
$208.9-302.9k
OTE
+ Equity
Convenient & affordable TV streaming players
Be an early applicant
Convenient & affordable TV streaming players
1001+ employees
Be an early applicant
$208.9-302.9k
OTE
+ Equity
1001+ employees
Company mission
To provide its users with a more convenient and cost effective way of watching the programs they love.
Role
Who you are
- 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
- Strong candidates know how to frame problems, guide AI-assisted work, check the output, and learn quickly. Above all, they bring curiosity, adaptability, and sound judgment
- 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
What the job involves
- 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 Agency 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
- 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
Our take
According to Nielsen data, the average streamer spends over seven minutes searching for something to watch. Streaming services use customers' viewing history to make suggestions, but these are limited to programs licensed for that particular service.
Roku provides an integrated streaming service that offers TV channels, movies and third-party streaming services, resulting in an all-in-one streaming platform. The service can be accessed through a variety of customized subscription packages and fees.
Roku stands out in the streaming industry by bringing many competitors together in one package. The startup provides further innovative services such as a weekly TV series named 'Roku Recommends' which uses first-party data to recommend essential viewing to users.
Alongside funding filmmakers through its "Change Makers Program", Roku also acquired its own original library of shows through its acquisition of now-defunct Quibi's library. Then, after successful collaborations with TCL and Hisense, the first in-house "Roku Television" was released. In 2026, it was announced that media giant FOX would acquire Roku, which the companies say will create the third largest player in US TV by share of viewing.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
-6% employee growth in 12 months
Company
Funding (last 2 of 9 rounds)
Jan 2016
$45.5m
LATE VC
Nov 2015
$45.5m
SERIES H
Total funding: $247.8m
Company benefits
- Medical, wellness and financial benefits
- Unlimited paid time off policy
- Work from home opportunities
- Free snacks and access to the company fitness center
Company HQ
Newhall, San Jose, CA
Leadership
Anthony Wood
(Founder & CEO)Studied Engineering at Texas A&M before founding their first company in 1986. They held VP roles at both Adobe and Netflix.
Salary benchmarks
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