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.

• 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.
• Negotiating commercial terms encompassing pricing, consumer incentives, co-marketing campaigns, and volume-based rebates tailored to local markets.
• Developing partner-funded promotional programs that reduce barriers to a consumer's first purchase on Roku in Mexico and other LATAM markets.
• Extending the Mexico partnership playbook to Brazil—including local acquirers, digital wallets, and instant payment methods—and to other LATAM markets as they develop.
• Managing regional acquirer relationships for multi-country commercial arrangements where applicable.
• Codifying deal structures, partnership models, and go-to-market playbooks developed in LATAM so they can be adapted to other international markets.
• Identifying transferable patterns in partner segmentation, incentive economics, and integration requirements to accelerate time-to-launch in new geographies.
• Building and defending business cases with clear economics for each partnership, including revenue impact, cost savings, and consumer incentive ROI.
• Tracking and maximizing rebate capture and incentive program performance across the region.
• Coordinating with Roku's advertising team on partner-funded promotional budgets and subscription growth initiatives.
• Collaborating with payments platform, engineering, and operations teams on technical integrations required for regional payment methods.
• Providing market intelligence and partner input to Product Management on region-specific requirements, consumer behaviors, and the competitive landscape.
• Advising on how local billing structures, regulatory environments, and settlement mechanics affect partner agreements.
• Cultivating executive relationships with regional fintech leaders, acquirers, and banking partners and representing Roku at regional industry events and forums.

• 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).
• 3 years of experience in a leadership role.
• Deep understanding of emerging-market payments ecosystems, including cash-based methods, local wallets, cross-border acquiring, alternative banks, and regulatory landscapes across LATAM.
• A track record of closing complex commercial agreements with regional fintech and financial services companies, particularly within matrixed organizations.
• Demonstrated ability to build business cases with measurable P&L impact in emerging or developing payments markets.
• Fluency in Spanish and English;
  Portuguese proficiency is a plus.
• Proven ability to work cross-functionally across Product, Engineering, Platform, Operations, Finance, Legal, and business teams.
• Executive presence and credibility at C-suite level with regional partners and internally with senior stakeholders.
• A BA/BS degree; MBA or advanced degree preferred.

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.

• Global access to mental health and financial wellness support and resources.
• Statutory and voluntary benefits which may include healthcare (medical, dental, and vision), life, accident, disability, commuter, and retirement options (401(k)/pension).
• Support for taking time off in accordance with local leave policies and other personal needs to support evolving work and life needs.

Roku welcomes applicants of all backgrounds and provides reasonable…