Head of Agency Partnerships

What is the role?

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 Advertising 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. 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. 

For New York Only - The estimated annual total cash for this position is between $208,900 - $302,900. This cash range includes on-target earnings from commission. Compensation packages are based on factors unique to each candidate, including but not limited to skill set, certifications, and specific geographical location. This role is eligible for health insurance, equity awards, life insurance, disability benefits, parental leave, wellness benefits, and paid time off.

How will I use AI at Roku?

At Roku, we don't just use AI, we work with it. AI agents and smart tools help power drafts, analysis, and repetitive workflows, while our people bring direction, judgment, and accountability. We value curious, adaptable builders, who can show how they've used AI, agents, or automation to move faster, improve quality, and scale their impact.

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.

What are the responsibilities of the role?

• 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

What experience would help someone be successful in this role at Roku?

• 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

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