Director, Business Development — Commerce & Payments Partnerships
Corporate Development | Mexico City, Mexico | ID: 11316
Director, Business Development — Commerce & Payments Partnerships
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 role
Roku is seeking a Director of Business Development, Commerce and Payment Partnerships to lead the sourcing, negotiation, and closing of commercial partnerships that drive effortless purchase experiences for households across Latin America and beyond. This role will serve as the outward-facing commercial lead responsible for building and managing relationships with regional acquirers, fintech wallets, alternative payment methods, gift card providers, and banking or issuer partners. Starting with Mexico and expanding into Brazil and other LATAM markets, you will transform tactical vendor arrangements into strategic growth drivers that increase payment-method-on-file penetration, boost conversion rates, and deliver measurable P&L impact. You will develop repeatable partnership frameworks, deal structures, and go-to-market playbooks that can be adapted to additional international markets over time. Cross-functional collaboration with advertising, payments platform, engineering, operations, product management, legal, and finance teams will be central to your success. This is a high-visibility leadership opportunity for a commercially minded professional who thrives in complex, multi-market environments and is passionate about scaling Roku's commerce ecosystem globally.
What you'll be doing
- Sourcing, structuring, and closing commercial partnerships, joint promotional opportunities, and renewals with payment partners across Mexico, including regional acquirers, fintech wallets, alternative payment methods, and gift card providers
- Negotiating commercial terms encompassing pricing, consumer incentives, co-marketing campaigns, and volume-based rebates tailored to local markets
- Developing partner-funded promotional programs that reduce barriers to a consumer's first purchase on Roku in Mexico and other LATAM markets
- Extending the Mexico partnership playbook to Brazil — including local acquirers, digital wallets, and instant payment methods — and other LATAM markets as they develop
- Managing regional acquirer relationships for multi-country commercial arrangements where applicable
- Codifying deal structures, partnership models, and go-to-market playbooks developed in LATAM so they can be adapted to other international markets
- Identifying transferable patterns in partner segmentation, incentive economics, and integration requirements to accelerate time-to-launch in new geographies
- Building and defending business cases with clear economics for each partnership, including revenue impact, cost savings, and consumer incentive ROI
- Tracking and maximizing rebate capture and incentive program performance across the region
- Coordinating with Roku's advertising team on partner-funded promotional budgets and subscription growth initiatives
- Collaborating with payments platform, engineering, and operations teams on technical integrations required for regional payment methods
- Providing market intelligence and partner input to Product Management on region-specific requirements, consumer behaviors, and the competitive landscape
- Advising on how local billing structures, regulatory environments, and settlement mechanics affect partner agreements
- Cultivating executive relationships with regional fintech leaders, acquirers, and banking partners and representing Roku at regional industry events and forums
We're excited if you have
- 10+ years of experience in business development, strategic partnerships, or commercial roles within payments or fintech, with significant international experience (LATAM strongly preferred, Mexico ideal)
- 3+ years of experience in a leadership role
- Deep understanding of emerging-market payments ecosystems, including cash-based methods, local wallets, cross-border acquiring, alternative banks, and regulatory landscapes across LATAM
- A track record of closing complex commercial agreements with regional fintech and financial services companies, particularly within matrixed organizations
- Demonstrated ability to build business cases with measurable P&L impact in emerging or developing payments markets
- Fluency in Spanish and English; Portuguese proficiency is a plus
- Proven ability to work cross-functionally across Product, Engineering, Platform, Operations, Finance, Legal, and business teams
- Executive presence and credibility at C-suite level with regional partners and internally with senior stakeholders
- A BA/BS degree; MBA or advanced degree preferred
#LI-CU1
Our Hybrid Work Approach
Roku fosters an inclusive and collaborative environment where teams work in the office Monday through Thursday. Fridays are flexible for remote work except for employees whose roles are required to be in the office five days a week or employees who are in offices with a five day in office policy.
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 EmployeeRelations@Roku.com.
The Roku 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.
By providing your information, you acknowledge that you want Roku to contact you about job roles, that you have read Roku's Applicant Privacy Notice, and understand that Roku will use your information as described in that notice. If you do not wish to receive any communications from Roku regarding this role or similar roles in the future, you may unsubscribe at any time by emailing WorkforcePrivacy@Roku.com.
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