Director, International Ad Strategy & Sales

Roku New York , NY 10007

Posted 3 months ago

The Role:

We seek an experienced leader to help build and drive our international Video advertising revenue strategy and sales, primarily in the EU and LATAM. The ideal candidate for this role must demonstrate a successful track record building businesses, including: strategic planning and sequencing; budgeting and goal-setting; and, delivering sustained revenue growth in newly-entered territories. A critical thinker, ideal candidates must understand the business nuances and cultural differences of international markets that may impact our approach, using that knowledge to motivate colleagues across the company to prioritize and perform on behalf of this growth division.

Demonstrated experience in Sales management, including but not limited to long-term planning, pipeline creation, revenue tracking, forecasting, and account management is required. Candidates should deeply understand digital ad serving (e.g. DFP), Programmatic advertising (e.g. SpotX, DSPs), Data targeting (e.g. Experian, Nielsen), and sales management software (e.g. SalesForce). Preferred candidates will have received extensive third-party sales training, and demonstrate a willingness and ability to teach others important sales skills.

We will consider candidates with sales and strategy experience in television, online video, new digital video ad products, virtual MVPDs, Hispanic broadcast networks, etc. Ideal candidates speak fluent Spanish.

Our top candidates will be intellectually athletic and curious; will hold him- or herself accountable for every detail of the business; will not limit him- or herself, or the team, to the constraints of common sales organizations; will inspire the organization, not blame it; pushes him- or herself toward excellence; trusts his or her expertise; and more.

Reports to Vice President, Audience & Marketplace Development.

Responsibilities:

  • Works alongside our International Strategy, Marketing, Content teams and others to recommend deployment in new markets

  • Determines functional sequencing for ideal advertising deployment in new markets

  • Identifies proper go-to-market strategy in individual markets

  • Researches and builds plans for introducing Roku to the Agency and Brand community

  • Evangelizes the story of OTT consumer, advertising, and content growth, serving as primary thought leader in new territories

  • Creates and drives an aggressive, but achievable, revenue plan in both existing and new markets

  • Cultivate long-term strategic relationships to drive business unit growth, including revenue

  • Recommend and manage the team structure

  • Oversee a team of sellers across regions, helping them build and manage the pipeline of prospective and repeat business

  • Demonstrated experience creating and exceeding multi-million dollar Revenue goals

  • Maintain weekly forecasts for each region

  • Manage T&E for the team (e.g., work with Marketing, Advertising Corp Comm, and others to build a target Calendar of events around which to plan Travel & Expense; etc.)

  • Establish and track new Key Performance Indicators, using the data to inform goal-setting

  • Regularly analyze and interpret various Roku data sources to identify trends and opportunities which may aid in driving content partner KPIs and strategy

  • Collaborate internally to execute media buys, deliver reports and Business Reviews, etc.

  • Manage a team of direct reports and dotted-line supporting cast across time zones, cultures, and languages

Experience/Qualifications:

  • 12+ years International Ad Sales & Management experience

  • Knowledge of international ad market landscape, including key demand, supply, measurement partners, etc.

  • Demonstrated track record of successful Video ad budget achievement

  • Successful team leadership

  • Proficiency in Spanish. Portuguese a plus.

  • Excellent writing and presentation skills

  • Familiarity with commercial ad-serving and measurement tools

  • Located in New York, NY

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Director, International Ad Strategy & Sales

Roku