Senior Business Development Manager

Teamwork makes the stream work.

Roku is changing how the world watches TV

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’s International Business Development team takes our devices business global. Our mission: put the Roku OS in front of more households in more countries, and turn every new TV and streaming device into an active account that powers our platform.

We work across the full devices ecosystem, from Roku TV licensing with leading TV brands, to OEM/ODM and factory partnerships for Roku-branded and co-developed hardware, to the retail distribution that gets devices into homes. Every market has its own competitive landscape, retail structure, and manufacturing base, so we tailor each deal to local realities.

We’re dealmakers first. We source opportunities, structure licensing terms and economics, and negotiate directly with executives at major consumer electronics brands and retailers. Alongside Legal, Finance, Product, Engineering, Hardware, Operations, and Marketing, we bring partners the right people and plans to get launches over the line. We also act as Roku’s eyes and ears in each market, tracking the competitive CE and TV landscape and feeding insights into our device roadmap, pricing, and go-to-market strategy.

About the Role

We are seeking a Sr. Manager, Business Development, Devices to lead strategic partnerships and drive growth across Roku's devices business, including Roku TV™ licensing, Roku-branded and OEM/ODM manufactured devices, and retail distribution. In this role, you will own executive-level relationships with TV brand licensees, OEMs/ODMs, factories, and retailers, and structure the commercial agreements that expand Roku's device footprint and grow the active account base that powers our platform business.

This high-impact, cross-functional role is for a commercially minded leader who can operate autonomously in a fast-paced environment, translate market opportunity into structured deals, and represent Roku at the executive level with our most important hardware and retail partners.

The ideal candidate thrives in a fast-paced, highly competitive, and technical industry. You are a commercially astute dealmaker who combines strong business acumen with the ability to establish credibility with executive stakeholders and partners. You work quickly to understand priorities, develop and communicate a plan, prioritize appropriately, and deliver commitments on time. You are results-oriented, collaborative, pragmatic, and comfortable operating with minimal supervision in an ever-changing environment.

What you’ll be doing

• Partnership Development & Growth: Identify, develop, negotiate, and manage strategic partnerships across the devices ecosystem - Roku TV licensees, OEMs/ODMs, factories, retail channels - to expand Roku's device distribution and active account base
• Deal Structuring: Structure and negotiate complex commercial agreements, including licensing terms, deal economics, business terms, and go-to-market commitments, in partnership with Legal, Finance, and Product
• Executive Relationship Management: Build and maintain executive-level relationships with key decision-makers at TV brands, manufacturing partners, and retailers, serving as the primary business point of contact across the Americas (and/or assigned regions)
• Product Adoption & Evangelism: Present the Roku OS, reference designs, and roadmap to key partners to drive adoption; facilitate discussions between Roku's product/engineering teams and partner organizations
• Cross-Functional Collaboration: Partner closely with Product, Engineering, Hardware, Operations, Marketing, Legal, and Finance to bring devices to market, align on requirements, and ensure successful partner launches
• Business Planning: Contribute to global business planning, product requirement documents, and pricing/positioning strategy; develop business cases, financial frameworks, and ROI models for new device programs and partnerships
• Market Intelligence: Provide structured market feedback to inform the device roadmap and go-to-market strategy; monitor the competitive CE/TV landscape and identify new partnership and category opportunities
• Pipeline & Reporting: Own a pipeline of opportunities and report on progress, forecasts, and results to senior leadership

We're excited if you have

• 12+ years of business development, partnerships, licensing, or strategic sales experience, ideally in consumer electronics, TV/CE, semiconductors, retail, or streaming/OTT
• BA/BS required; MBA or equivalent advanced degree a plus
• Proven track record of sourcing, structuring, and closing complex, high-value partnership or licensing agreements
• Experience working directly with TV brands, OEMs/ODMs, factories, and/or major retailers is strongly preferred
• Strong financial and analytical skills and an ability to build business cases, deal models, and ROI frameworks
• Demonstrated ability to build and manage executive-level relationships, internally and externally
• Excellent negotiation, written, verbal, and presentation skills
• Ability to work cross-functionally across Product, Engineering, Legal, Finance, and Operations
• Willingness to travel to meet with partners as needed

#LI-DH2

What's Roku's approach to hybrid working?

Roku fosters an inclusive and collaborative environment where teams generally work in the office Monday through Thursday. Fridays are generally flexible for remote work, except for employees whose specific roles or assigned office location require five days' a week attendance.

What are some of the benefits?

Roku is committed to offering a diverse range of benefits as part of our compensation package to support our employees and their families. Our comprehensive benefits include global access to mental health and financial wellness support and resources. Local benefits include statutory and voluntary benefits which may include healthcare (medical, dental, and vision), life, accident, disability, commuter, and retirement options (401(k)/pension). Employees are supported in taking time off, in accordance with local leave policies and other personal needs to support their evolving work and life needs. It's important to note that not every benefit is available in all locations or for every role. For details specific to your location, please consult with your recruiter.

Accommodations

Roku welcomes applicants of all backgrounds and provides reasonable accommodations and adjustments in accordance with applicable law. If you require reasonable accommodation at any point in the hiring process, please direct your inquiries to [email protected].

What should I know about Roku's culture?

Roku is a great place for people who want to work in a fast-paced environment where everyone is focused on the company's success rather than their own. We try to surround ourselves with people who are great at their jobs, who are easy to work with, and who keep their egos in check. We appreciate a sense of humor. We believe a fewer number of very talented folks can do more for less cost than a larger number of less talented teams. We're independent thinkers with big ideas who act boldly, move fast and accomplish extraordinary things through collaboration and trust. In short, at Roku you'll be part of a company that's changing how the world watches TV.

We have a unique culture that we are proud of. We think of ourselves primarily as problem-solvers, which itself is a two-part idea. We come up with the solution, but the solution isn't real until it is built and delivered to the customer. That penchant for action gives us a pragmatic approach to innovation, one that has served us well since 2002.

To learn more about Roku, our global footprint, and how we've grown, visit https://www.weareroku.com/factsheet.

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