Senior Director, Advertising Sales - Independent & Brand Direct

About the role

Teamwork Makes the Stream Work

Roku stands as the #1 TV streaming platform across the United States, Canada, and Mexico. The company has pioneered streaming to the television and maintains a mission to connect the entire TV ecosystem. Roku achieves this by connecting consumers to the content they love, enabling content publishers to build and monetize large audiences, and providing advertisers with unique capabilities to engage consumers. Every employee contributes to this ecosystem from day one, operating within a fast-growing public company where individual impact is direct and visible. New team members immediately join a culture of ownership, delivering value to millions of streamers globally while gaining diverse experience.

What Does the Team Work On?

The Independent & Brand Direct team functions as a primary growth engine for Roku's advertising business. This segment concentrates on acquiring new advertisers among independent agencies and client-direct brands. The team's focus helps diversify Roku's advertiser base, maximize yield within an underpenetrated market, and construct the next generation of the company's advertising business. Success here directly influences the broader trajectory of Roku's revenue streams.

What Is the Role?

Roku seeks a Senior Director, Advertising Sales to lead and scale the Independent & Brand Direct vertical. This leader reports directly to the Vice President of Ad Sales and owns the strategic vision for a high-performing organization. They will drive meaningful revenue growth and shape the go-to-market strategy for a top opportunity area.

The ideal candidate possesses deep expertise in CTV/streaming, performance advertising, and digital-first brand campaigns. They bring a strong network within the independent agency and emerging brand communities. A proven track record of leading multifaceted teams, including managers and individual contributors, is essential. This includes standing up new revenue lines in rapidly expanding markets and building, coaching, and inspiring high-performing groups in dynamic settings. Significant experience with ad technology, data infrastructure, and programmatic marketplace operations is required. The candidate must excel at forming strategic, integrated partnerships with agencies and brands through interoperable solutions.

For positions based in New York, the estimated annual base salary ranges from $428,000 to $533,000. Compensation packages consider individual qualifications, including skill set, certifications, and specific geographic location. This role qualifies for incentive compensation, commissions, 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, AI integration is a practical reality rather than a theoretical concept. AI agents and smart tools handle drafts, analysis, and repetitive workflows, while employees contribute direction, judgment, and accountability. The company values builders who are curious and adaptable, capable of demonstrating how they have used AI, agents, or automation to accelerate progress, improve quality, and scale their influence. Strong candidates frame problems effectively, guide AI-assisted work, verify output, and learn quickly. Core attributes include curiosity, adaptability, and sound judgment.

What Are the Responsibilities of the Role?

Strategic Leadership

• Assume ownership of Roku's advertising sales strategy and performance for the Independent & Brand Direct vertical. This includes go-to-market planning, forecasting, and achieving revenue targets.
• Build, lead, and develop a team composed of Directors, Managers, and Account Executives. Cultivate a culture centered on accountability, collaboration, and continuous growth.
• Establish goals, conduct quarterly business reviews, and provide executive-level coaching to ensure consistent organizational performance.
• Identify emerging market trends and competitive threats. Transform these insights into strategies that accelerate Roku's advertising business.

Operational Execution and Partnership

• Chart intake workflows for high-value advertisers and partners to ensure efficient onboarding and service delivery.
• Architect sales structures and motions that unlock new revenue channels and optimize existing processes.
• Ship tailored solutions that align with specific brand demands and strategic objectives.
• Forge partner ecosystems that strengthen market positioning and expand reach.
• Champion the use of AI tools to accelerate analysis, enhance draft quality, and increase team throughput.
• Maintain strict compliance with compensation rules and internal policy boundaries.
• Elevate team capability through targeted coaching, actionable feedback, and rigorous performance tracking.

Requirements

• Hold three to five years of experience managing advertising sales teams within streaming or a similar high-growth environment.
• Demonstrate deep CTV and digital advertising expertise, particularly within performance and brand-safe settings.
• Show comprehensive understanding of ad technology, data platforms, and programmatic marketplace dynamics.
• Provide evidence of building and leading mixed teams of managers and individual contributors.
• Present a history of establishing new revenue streams in fast-growing markets.
• Prove strong relationship skills with agencies and brand stakeholders.
• Operate comfortably with AI agents and automation as part of daily workflows.
• Exhibit the ability to frame problems, guide AI-generated output, verify results, and iterate efficiently.

Nice to Have

• Experience working within independent agency and emerging brand ecosystems.

Skills & Tools

• Proficiency with Roku platforms and AI agents.
• Experience utilizing smart tools to enhance productivity and decision-making.

Practical Notes

Access the official apply page to confirm details and submit application materials.