Growth Lead — Roku Data Cloud at Roku

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 Team Roku Data Cloud is a Snowflake-native data collaboration platform powered by Roku’s industry-leading data assets: ACR for linear and streaming TV, search keyword data, Roku Identity Services (RIS), planning and measurement APIs (Reach Curves, Audience Insights, Conversions API, Ad Log Delivery), a Snowflake-native clean room, and programmatic activation through native DSP integrations. Our Growth team partners with Product, Engineering, Ad Ops, Client Services, and external agency and publisher partners to design scalable, privacy-safe solutions — and make sure customers realize measurable value from them. About the Role The Growth Lead is the technical owner of the full RDC customer lifecycle — combining pre-sales solution engineering with post-sales value engineering. You’ll run a disciplined motion that moves every engagement through Technical Discovery → Solution Design → Pilot → Production, then stay engaged after deployment to turn signed contracts into compounding adoption, usage, and renewal. Pre-sale, you architect the solution. Post-sale, you architect the customer’s path to value — instrumenting adoption signals, running human-in-the-loop orchestration plays across cohorts, and co-authoring case studies that prove RDC’s impact. For California Only - The estimated annual salary for this position is between $210,900-255,000 annually. 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. What you’ll be doing Pre-Sales Solution Engineering • Partner with Account Executives and Partnerships leads to run Technical Discovery across agencies, publishers, measurement companies, and ad tech platforms. • Architect privacy-safe RDC solutions — clean room, Collaboration APIs, ACR, RIS, Search Keywords, Conversions API, Ad Log Delivery, planning APIs, and DSP integrations. • Translate requirements into phased Solution Designs with prioritized use cases, KPIs, governance, and sign-offs; own the design through pilot and production. • Deliver tailored demos, whiteboarding sessions, and workshops for stakeholders from analysts to CPOs; represent RDC at CES, upfronts, agency product days, and publisher business reviews. • Scope and execute time-boxed POCs with clear exit criteria (match rate, time-to-activation, deduped reach, stat-sig lift), with hands-on guidance through identity resolution, clean room policy, and activation. Post-Sales Value Engineering • Own the technical handoff to deployment and the ongoing day-to-day relationship with each customer. • Standardize implementation kits for the core golden paths (clean room setup, ad log delivery, chatbot enablement, PMP/programmatic activation) and operationalize Snowflake data shares, S3 delivery patterns, schema governance, and SLAs to drive a low-touch experience and reduce time-to-first-activation to ≤30 days. • Design and run the RDC growth engine: instrument usage telemetry in Snowflake, define adoption/friction/success-event rules, and operate a human-in-the-loop orchestration layer that routes partner-specific outreach through approval workflows. • Build cohort-specific playbooks and Partner Programs for agency holding companies (Publicis, OMG, IPG, GroupM, Dentsu), retail media networks, M&E publishers, and advertisers/platforms — with unlock tiers tied to commitments and continuity terms. • Co-author at least three cross-partner case studies per year; drive safe, permissioned AI adoption with RDC chatbot success patterns (time-to-first-insight, queries per account, insight-to-activation conversion). • Own NRR and value-realization metrics; run monthly/quarterly business reviews tied to the original Solution Design; act as escalation point for clean room, ad log, identity, and activation issues. • Provide structured field feedback to Product to prioritize roadmap and reduce repeat escalations. • Cross-Functional Collaboration • Partner with Sales, Partnerships, Customer Success, Legal/Privacy, Finance, and Support on repeatable new-deal and value-realization motions. • Align with Product and Engineering on reference architectures, golden paths, and the template registry; co-design and co-sell with system integrators and measurement/identity partners. We’re excited if you have Required • 7+ years in a customer-facing technical role (Sales Engineer, Solutions Architect, Customer/Deployment Engineer, or Data/Analytics Consultant) with direct experience leading both pre-sales and post-sales motions. • Proven track record designing and deploying data collaboration, identity, measurement, or programmatic solutions in AdTech, MarTech, or CTV/streaming. • Strong SQL and data modeling; fluency with data warehousing, ETL/ELT, and analytics tooling. • Working knowledge of cloud security, privacy, and governance frameworks (VPPA, CPRA, GDPR, DPIA, data minimization, audit logging). • Experience with AWS, Azure, or GCP and data delivery patterns (S3, Snowflake shares, APIs). • Excellent communication skills, with the ability to engage analysts, engineers, media planners, and C-level executives in the same week. • Demonstrated ability to run a structured, opportunity-management sales process — not just run demos. Preferred • Hands-on experience with Snowflake (data shares, Collaboration APIs, Native App Framework, Snowpark, Cortex AI) and clean rooms (identity keys, aggregation-only outputs, match-rate QA, incrementality design). • Experience operationalizing growth marketing or lifecycle motions for B2B data or SaaS products (telemetry-driven outreach, HITL approval workflows, cohort playbooks, case-study production). • Familiarity with DSPs (Amazon DSP/AMC, Yahoo DSP), CDPs (Adobe, Hightouch), and measurement partners (iSpot, Innovid, VideoAmp, Nielsen, Comscore). • Programming experience in Python for data pipelines and lightweight orchestration. • Background in media/entertainment, retail/CPG, or travel; prior work with agency holding companies, retail media networks, or major streamers is a plus. What Success Looks Like • Every new opportunity runs through a governed process with a signed Solution Design, documented KPIs, and a clear pilot plan. • Time-to-first-activation for new clean room and collaboration customers is ≤30 days; activated accounts per quarter grow 50%+ year over year. • Repeat technical escalations decline as golden paths and self-service tooling mature. • At least three co-authored case studies per year are published and in active use by sellers and leadership. • NRR, data-enabled spend, and adoption metrics are visible on an executive dashboard and trending up. #LI-OR1 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 [Upgrade to PRO to see contact]. 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 [Upgrade to PRO to see link] 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 [Upgrade to PRO to see contact].