Growth Lead — Roku Data Cloud

Roku Data Cloud Growth Lead

Roku is changing how the world watches TV. As the #1 TV streaming platform in the U.S., Canada, and Mexico, Roku's mission is to power every television in the world.

About the Team

The Roku Data Cloud is a Snowflake-native data collaboration platform leveraging Roku's extensive data assets, including ACR for linear and streaming TV, search keyword data, Roku Identity Services (RIS), planning and measurement APIs, a Snowflake-native clean room, and programmatic activation through native DSP integrations. Our Growth team collaborates with Product, Engineering, Ad Ops, Client Services, and external partners to create scalable, privacy-safe solutions that deliver measurable value to customers.

About the Role

The Growth Lead is the technical owner of the entire Roku Data Cloud (RDC) customer lifecycle, encompassing both pre-sales solution engineering and post-sales value engineering. You will manage a structured process from Technical Discovery through Solution Design, Pilot, and Production, ensuring ongoing customer engagement for compounding adoption, usage, and renewal.

Responsibilities:

Pre-Sales Solution Engineering

• Collaborate with Account Executives and Partnerships leads on Technical Discovery with agencies, publishers, measurement companies, and ad tech platforms.
• Architect privacy-safe RDC solutions, including clean room, Collaboration APIs, ACR, RIS, Search Keywords, Conversions API, Ad Log Delivery, planning APIs, and DSP integrations.
• Translate customer requirements into phased Solution Designs with prioritized use cases, KPIs, governance, and sign-offs, managing the design through pilot and production.
• Deliver tailored demos, whiteboarding sessions, and workshops for diverse stakeholders.
• Scope and execute time-boxed Proofs of Concept (POCs) with clear exit criteria.

Post-Sales Value Engineering

• Manage the technical handoff to deployment and maintain ongoing customer relationships.
• Standardize implementation kits for core functionalities and operationalize data sharing and delivery patterns to achieve a low-touch experience and reduce time-to-first-activation to ≤30 days.
• Design and operate the RDC growth engine, instrumenting usage telemetry and defining success metrics.
• Develop cohort-specific playbooks and Partner Programs for various partner types.
• Co-author at least three cross-partner case studies annually, driving AI adoption through RDC chatbot success patterns.
• Own Net Revenue Retention (NRR) and value-realization metrics, conducting regular business reviews and serving as an escalation point for technical issues.
• Provide structured feedback to the Product team to prioritize the roadmap and reduce escalations.

Cross-Functional Collaboration

• Partner with Sales, Partnerships, Customer Success, Legal/Privacy, Finance, and Support teams on repeatable new-deal and value-realization motions.
• Align with Product and Engineering on reference architectures and co-design with system integrators and measurement/identity partners.

What We're Looking For

Required:

• 7+ years in a customer-facing technical role (Sales Engineer, Solutions Architect, etc.) with experience in both pre-sales and post-sales.
• Proven track record designing and deploying data collaboration, identity, measurement, or programmatic solutions in AdTech, MarTech, or CTV/streaming.
• Strong SQL and data modeling skills, with fluency in data warehousing, ETL/ELT, and analytics tooling.
• Working knowledge of cloud security, privacy, and governance frameworks.
• Experience with major cloud platforms (AWS, Azure, GCP) and data delivery patterns.
• Excellent communication skills, capable of engaging with diverse technical and executive audiences.
• Demonstrated ability to manage a structured sales process.

Preferred:

• Hands-on experience with Snowflake and clean room technologies.
• Experience operationalizing growth marketing or lifecycle motions for B2B data or SaaS products.
• Familiarity with DSPs, CDPs, and measurement partners.
• Programming experience in Python.
• Background in media/entertainment, retail/CPG, or travel industries.

What Success Looks Like

• All new opportunities follow a governed process with signed Solution Designs and clear pilot plans.
• Time-to-first-activation for new customers is ≤30 days, with a 50%+ year-over-year growth in activated accounts.
• A decline in repeat technical escalations due to improved golden paths and self-service tooling.
• Publication of at least three co-authored case studies annually.
• Visible upward trends in NRR, data-enabled spend, and adoption metrics on executive dashboards.

Our Hybrid Work Approach

Roku fosters a collaborative environment where teams work in the office Monday through Thursday, with flexible remote work on Fridays. Some roles may require a five-day in-office presence.

Benefits

Roku offers a comprehensive benefits package including global access to mental health and financial wellness support, and local statutory and voluntary benefits such as healthcare, retirement options, and paid time off. Specific benefits vary by location.

Accommodations

Roku provides reasonable accommodations for applicants with disabilities. Inquiries can be directed to [email protected].

The Roku Culture

Roku thrives on a culture of collaboration, innovation, and a pragmatic approach to problem-solving. We value talented individuals who are independent thinkers, act boldly, move fast, and accomplish extraordinary things together.

Additional Information

Learn more about Roku at https://www.weareroku.com/factsheet. By providing your information, you acknowledge Roku's Applicant Privacy Notice and consent to be contacted about job roles. You may unsubscribe from future communications by emailing [email protected].

New York Salary Range: $210,900 - $255,000 annually. Compensation is based on candidate-specific factors. This role is eligible for health insurance, equity awards, life insurance, disability benefits, parental leave, wellness benefits, and paid time off.