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 is a high-impact, cross-functional role 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

Were 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 adaptable 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)

📌 Senior Business Development Manager (Xico)
🏢 Roku
📍 Xico