Roku Data Cloud Growth Lead, Roku

• 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

Desirable

• Roku Data Cloud is a Snowflake-native data collaboration platform powered by Roku’s industry-leading data assets: ACR for linear and streaming TV, search keyword data, Roku Identity Services (RIS), planning and measurement APIs (Reach Curves, Audience Insights, Conversions API, Ad Log Delivery), a Snowflake-native clean room, and programmatic activation through native DSP integrations
• Our Growth team partners with Product, Engineering, Ad Ops, Client Services, and external agency and publisher partners to design scalable, privacy-safe solutions — and make sure customers realize measurable value from them
• 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
• Pre-Sales Solution Engineering
• 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
• Post-Sales Value Engineering
• 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
• Cross-Functional Collaboration
• 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
• What Success Looks Like:
• Every new opportunity runs through a governed process with a signed Solution Design, documented KPIs, and a clear pilot plan
• Time-to-first-activation for new clean room and collaboration customers is ≤30 days; activated accounts per quarter grow 50%+ year over year
• Repeat technical escalations decline as golden paths and self-service tooling mature
• At least three co-authored case studies per year are published and in active use by sellers and leadership
• NRR, data-enabled spend, and adoption metrics are visible on an executive dashboard and trending up