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Client Services Manager - Performance - Roku

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Job Title
Client Services Manager - Performance
Job Location
Santa Monica, California
Job Description

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

The world is cutting the cord and streaming its TV online, a shift that has dramatically changed how advertisers target, reach and measure their preferred audiences in ways that broadcast TV and cable never could. In this new world, Roku has re-written the rules of modern advertising and we need someone to support Media & Entertainment clients within the Performance ad sales team. In this role, you will be a critical partner in both supporting Roku sales and working externally with clients, while driving process and execution cross-functionally with internal teams. This role will differ from a conventional Account Manager position, in that you will ideally possess not only a firm grasp of the needs and practices of Media & Entertainment advertisers, but both the sales and operational savvy to help build and rapidly scale our performance advertising team.


The Role  

The Client Services Manager (CSM) role is a strategic partner to Account Executives within the Media & Entertainment Advertising business. This position plays a key role in translating our customers’ performance marketing objectives into data-driven and effective advertising packages. This team member is integral in helping the sales team to maximize strategic solutions, which has a direct impact on our ability to deliver on and exceed client’s marketing and advertising expectations.  

This individual will have a passion for marketing and advertising sales, particularly pre-sales, and will be closely aligned with other sales team members and cross-functional groups. This position requires strong communication skills and strong attention to detail, in a fast-paced sales environment. A core function of this role is to be a strategic and trusted partner to advertisers; identifying challenges, prescribing solutions, and consulting on implementation.  

Your primary objective is to drive advertiser interest and engagement with the Roku platform, in partnership with Account Executives. You’re comfortable dealing with nuance and complexity, while always being clear and articulate when communicating with clients.  

The ideal candidate for this CSM role has a breadth of experience working with outcome-based advertisers and has a deep understanding of the tools used by these brands to achieve their objectives. This business segment is comprised of brands that are laser-focused on customer acquisition, retention, and lifetime value; as such, the role requires a proven track-record of servicing data-driven advertisers, understanding their goals, and driving sell-through of performance products.  
An instinct for leveraging granular data & insights to construct a clear, compelling sales narrative is a core attribute we’ll be looking for in this candidate. The ideal candidate will understand the importance of incorporating market feedback, combining it with Roku’s best practices as a leader in OTT performance marketing, and synergizing both elements to create bespoke storytelling that establishes Roku as a must-buy.  

For California Only - The estimated annual salary for this position is between $73,000 and $141,000 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

  • Serve as the lead day-to-day POC for advertiser/ad agency relationships pre-sale efforts, inclusive of, but not limited to, understanding client’s marketing objectives, preparing the RFP response, maintaining SFDC records, inventory checks, driving strategy, collecting collateral (research & marketing) and submitting the deal for internal approvals
  • Be comfortable presenting insights, data & campaign metrics during client meetings and/or QBRs
  • Support pitch process, meetings and client office hours
  • Support Account Executives on client guidelines, best practices, terms & partnership agreements
  • Work alongside AE’s and marketing team to collaborate on the creation of client facing materials: from presentations to RFP decks that can be delivered as complete solutions achieving all client needs; to partnering with marketing and research teams to pull information to ensure collateral tells the appropriate story to clients
  • Organize research and track competitive information, market/industry knowledge on a daily/weekly basis for designated clients
  • Identify opportunities for Betas, New Offerings and support GTM efforts with Product Marketing 
  • Collaborate with ad sales Account Executives on new business sales presentations and QBRs, thoughtful & creative media plans, and custom ideation, including leading the charge on upsells
  • Be able to sell through the rationale of each campaign recommendation for the Account Executive to deliver to the client and be grounded in research and data to ensure it achieves client marketing objectives
  • Own IO processing, workflows and pipeline management 
  • Partner with all cross-functional pod members, especially Account Managers to ensure that the proposed campaign elements are being accurately delivered on
  • Provide support to and complete additional projects as directed by AE/management  


We're excited if you have

  • 3+ years experience, preferably in digital media, client services, or sales support at an ad tech company or agency’s media planning team
  • Deep knowledge of programmatic advertising, preferably paired with hands-on DSP experience, is required
  • Previous digital account management or agency experience preferred 
  • Experience working with common digital platforms for performance – Facebook Ads Manager, Google Adwords, Google Analytics, etc. – is a plus
  • Reporting intelligence with tools such as Salesforce, Excel, Tableau, and Looker
  • RFP, pre-sale experience required
  • Analytical, project management, deadline-driven, and process-oriented personality
  • Strong desire for collaboration, creative brainstorms and proactive client engagement
  • Proficient at PowerPoint 
  • Familiar with commercial digital ad serving tools for video and display such as DFP and SpotX
  • Self starter, comfortable working in fast-paced, growing environment
  • Support open & honest communication line with all Account Executives (may need to balance the competing needs of multiple Account Executives at the same time)




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

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Roku Headquarters Location

San Jose, CA

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Roku Company Size

Between 3,600 - 3,600 employees

Roku Founded Year


Roku Total Amount Raised


Roku Funding Rounds

View funding details
  • Series H

    $45,500,000 USD

  • Series G

    $25,000,000 USD

  • Series F

    $60,000,000 USD

  • Series E

    $45,000,000 USD

  • Series D

    $8,750,000 USD

  • Series C

    $5,000,000 USD

  • Series C

    $5,000,000 USD

  • Series B

    $6,000,000 USD

  • Series A

    $8,359,000 USD