Director, Business Development - Commerce & Payments Partnerships

About the role

Roku is seeking a Director of Business Development, Commerce and Payment Partnerships to lead the sourcing, negotiation, and closing of commercial partnerships that drive effortless purchase experiences for households across Latin America and beyond. This role will serve as the outward-facing commercial lead responsible for building and managing relationships with regional acquirers, fintech wallets, alternative payment methods, gift card providers, and banking or issuer partners. Starting with Mexico and expanding into Brazil and other LATAM markets, you will transform tactical vendor arrangements into strategic growth drivers that increase payment-method-on-file penetration, boost conversion rates, and deliver measurable P&L impact. You will develop repeatable partnership frameworks, deal structures, and go-to-market playbooks that can be adapted to additional international markets over time. Cross-functional collaboration with advertising, payments platform, engineering, operations, product management, legal, and finance teams will be central to your success. This is a high-visibility leadership opportunity for a commercially minded professional who thrives in complex, multi-market environments and is passionate about scaling Roku's commerce ecosystem globally.

Responsibilities

• p]:inline" data-streamdown="list-item">Sourcing, structuring, and closing commercial partnerships, joint promotional opportunities, and renewals with payment partners across Mexico, including regional acquirers, fintech wallets, alternative payment methods, and gift card providers
• p]:inline" data-streamdown="list-item">Negotiating commercial terms encompassing pricing, consumer incentives, co-marketing campaigns, and volume-based rebates tailored to local markets
• p]:inline" data-streamdown="list-item">Developing partner-funded promotional programs that reduce barriers to a consumer's first purchase on Roku in Mexico and other LATAM markets
• p]:inline" data-streamdown="list-item">Extending the Mexico partnership playbook to Brazil - including local acquirers, digital wallets, and instant payment methods - and other LATAM markets as they develop
• p]:inline" data-streamdown="list-item">Managing regional acquirer relationships for multi-country commercial arrangements where applicable
• p]:inline" data-streamdown="list-item">Codifying deal structures, partnership models, and go-to-market playbooks developed in LATAM so they can be adapted to other international markets
• p]:inline" data-streamdown="list-item">Identifying transferable patterns in partner segmentation, incentive economics, and integration requirements to accelerate time-to-launch in new geographies
• p]:inline" data-streamdown="list-item">Building and defending business cases with clear economics for each partnership, including revenue impact, cost savings, and consumer incentive ROI
• p]:inline" data-streamdown="list-item">Tracking and maximizing rebate capture and incentive program performance across the region
• p]:inline" data-streamdown="list-item">Coordinating with Roku's advertising team on partner-funded promotional budgets and subscription growth initiatives
• p]:inline" data-streamdown="list-item">Collaborating with payments platform, engineering, and operations teams on technical integrations required for regional payment methods
• p]:inline" data-streamdown="list-item">Providing market intelligence and partner input to Product Management on region-specific requirements, consumer behaviors, and the competitive landscape
• p]:inline" data-streamdown="list-item">Advising on how local billing structures, regulatory environments, and settlement mechanics affect partner agreements
• p]:inline" data-streamdown="list-item">Cultivating executive relationships with regional fintech leaders, acquirers, and banking partners and representing Roku at regional industry events and forums
• We're excited if you have
• p]:inline" data-streamdown="list-item">10+ years of experience in business development, strategic partnerships, or commercial roles within payments or fintech, with significant international experience (LATAM strongly preferred, Mexico ideal)
• p]:inlin

Benefits

Additional Information

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.

Your Match

How well this role fits your profile.

Company Intel

What employees say

Worked at roku? Share your experience