Senior Account Manager

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's Retail Sales team is responsible for driving the growth of Roku's retail products and programs by bringing our device portfolio to market through the country's largest retail partners. We manage the commercial relationships, in-store presence, and sell-through performance that connect Roku products to millions of customers every day.

About the role
We're looking for a National Account Manager to own Roku's relationship with Walmart. This is a full-stack commercial role: you'll help inform strategy, build relationships, and drive execution across pricing, promotion, product placement, and sell-through. You'll be the internal voice of Walmart and the external face of Roku, and you'll be expected to bring both perspectives to the table.

This role will require frequent travel to Bentonville, AR to meet with partners and stakeholders in the area.

As the primary contact for Roku devices at Walmart, you’ll be responsible for achieving annual and quarterly revenue goals and for planning and executing category roadmaps that deliver on pricing, promotion, and product placement objectives.

We're not necessarily looking for someone who already knows everything about the TV business. We're looking for someone who has won at Walmart in a competitive category and knows how to build on that success. If you've driven results at the world's largest retailer and you're excited about learning a new space, this role was built for you.

For Remote US only – The estimated annual salary for this position is between \$191,000 - \$224,000 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

Own Roku’s Walmart devices business end-to-end across US stores and walmart.com: item setup, modular and in-store placement, pricing, promotion, forecasting, in-stock management, and end-of-life transitions

Assess opportunities for retail growth and expansion across TVs, streaming media players, audio, smart home, and related markets, with a focus on Walmart’s ecosystem

Develop and present annual and quarterly business plans tied to clear revenue, margin, and share targets

Ensure promotional alignment internally and with Walmart across key events, features, and programs

Build strong, trust-based relationships across Walmart's buying, replenishment, merchant, and e-commerce teams

Lead regular Walmart business cadences, using POS, inventory, and margin data to recommend pricing, promotion, assortment, and allocation actions

Understand Roku’s business and market dynamics and translate market, shopper, and competitive insights into actionable retail strategies and test-and-learn plans

Partner with Retail Strategy, Sales Operations, FP&A, Product, and Operations to align on forecasts, promotions, and product priorities

Partner with Retail Marketing and OEM partners to develop in-aisle, endcap, and seasonal programs that drive incremental traffic and conversion

Customize sell-in and sell-out materials for Walmart's unique buying process, internal review cadence, and decision-makers

Track performance against targets and lead regular business reviews with both Walmart and internal stakeholders, including senior Roku leadership

We're excited if you have

Bachelor’s degree or equivalent practical experience; MS/MBA or equivalent experience preferred

8+ years of sales or account management experience in consumer or consumer electronics categories, selling into retail

3+ years of experience selling into Walmart, with established buyer-level relationships

Proven track record of hitting revenue targets and growing a business at Walmart, regardless of category

A deep understanding of the big-box retail environment and how decisions around assortment, placement, price, and promotion show up in-store and online

Ability to operate strategically and get into the details — you can build a Joint Business Plan (JBP) and pull a Point-of-Sale (POS) report

Comfort building cases from data (POS, share, margin, promo ROI) and translating insights into clear recommendations

Can think strategically, but can dig in to answer questions and get the details in order to ensure the strategy can be realized

Enjoy working cross-functionally, but can also work independently in a fast-paced, ambiguous environment

Take a long-term view when evaluating opportunities and setting priorities for Walmart and Roku’s broader retail portfolio

Strong cross-functional instincts; you know how to work through influence, not just authority, with partners across finance, operations, marketing, and product

Clear, confident communication skills with the ability to tailor the message for a Walmart merchant, a cross-functional working team, or a Roku executive

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 EmployeeRelations@Roku.com.

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