Job details

Director, International Content Distribution

Teamwork makes the stream work.

Roku is changing how the world watches TV

Roku is the #1 TV streaming platform in the US, 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 Content Distribution team sources, negotiates, and closes agreements with major streaming content providers (e.g., Netflix, Amazon, Disney, Sky, Globo, TelevisaUnivision, etc.), networks, studios, and cable/satellite/telco operators for distribution on the Roku platform. This position will lead the International Content Distribution function, determining team strategy, managing a dispersed team, and collaborating cross-functionally to drive overall partner revenue and success. Key functions of the role include leading major distribution agreements and renewals with local partners, representing international content partner interests internally with business, product, and engineering teams, representing Roku externally at industry events, and working collaboratively cross-functionally to help drive content partner revenue and success.

About the role

This role requires considerable experience in the media industry and a track record of negotiating and closing high-value deals across multiple international territories with major content providers, streaming services, broadcasters, networks, studios, operators, and/or digital distributors. The role requires a keen understanding of both global and local content distributors / creators as well as knowledge of local content tastes and preferences. The role also requires fundamental knowledge of international TV advertising models and will be responsible for negotiating advertising partnerships included in distribution agreements. The candidate is comfortable leading a negotiation process and has experience working directly with legal teams in the contract drafting and review process. In addition, he or she has strong analytical skills and experience creating financial models and strategic analyses to project the financial and business impact of launching new deals and expanding into new territories. Finally, the candidate has both direct managerial experience as well as experience managing cross-functional teams (e.g., legal, marketing and finance) and projects.

The role will report to the Global Head of Content Distribution and will work closely with Roku’s VP of Content Partnerships, VP of International, and VP of International Ads & Content. This role will require international travel.

For New York Only - The estimated annual salary for this position is between $228,000 and $438,000 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

Negotiate major international distribution agreements with streaming providers, linear broadcast, networks, vMPVDs, and other digital content providers in all international territories
Manage Roku’s International Content Distribution team, comprised of executives in Australia, North / South America, and Europe
Partner with VP International to evaluate expanding Roku’s offering into new territories, including building teams in these territories
Participate in all aspects of international content distribution new business development (deal sourcing, financial analysis and forecasting, term sheet drafting, long-form drafting, contract negotiation, closing, on-going relationship management, etc.)
Partner with Roku’s International Ads & Content team to help drive value across Roku advertising, content licensing, and on-platform marketing business
Work with Roku’s Legal team to structure deals, improve efficiency (e.g., develop deal templates), manage installed base of contracts, and negotiate all deal renewals
Manage and evaluate potential distribution partners through analysis, market demand/appeal, competitive positioning, and financial modeling
Prepare strategy documents, quarterly company updates, and board presentations about the state of Roku’s international content distribution business

We’re excited if you have

10+ years of experience in international content distribution or international content acquisition for a media company with a track record of personally closing high-value deals
Expert knowledge of international content providers and distributors, with the knowledge of local content consumption
Strong knowledge of the advertising ecosystem, ad inventory pricing, ad economics and business models (direct, programmatic, audience based selling), particularly in Europe and Latin America
Direct managerial experience, ideally working with internationally distributed teams
Experience working directly with legal teams in drafting distribution agreements
Experience working with advertising and media sales teams
Demonstrated mastery of verbal and written communication skills including the ability to cultivate internal and external relationships
Excellent analytical and critical thinking skills. Experience developing strategic recommendations
Demonstrated ability to work cross functionally
BA/BS required. MBA and/or JD preferred
An interest in traveling as international travel required

#LI-RD2

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 https://www.weareroku.com/factsheet.

By Roku

Roku is a leading global tech company founded by Anthony Wood in 2002 that specializes in distributing streaming services via Roku-branded players and smart TVs. Roku tops US streaming TV distribution, reaching about 120 million people as of 2024.

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