Title: Sales Development Representative, Ads Manager Location: Denver, United States Job Description: 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 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. Roku Ads Manager is our answer to the growing demand in streaming advertising. Our self-serve platform just entered General Availability (GA) in September 2024 and has picked up major momentum. Our Ads Manager team is small, gritty, and focused on scaling the best streaming ad platform in the market. We move fast, pivot quickly, and work hard. We rally around decisions, challenge assumptions, and push the limits on what advertising can do for growth marketers, performance agencies, and any other business interested in making the big screen work for their brands’ objectives. The Roku Ads Manager team is looking for a Sales Development Representative to help us scale our platform. About the role TV ads were once reserved for large national brands. Roku believes that it’s better for streamers, brands, and our company that all businesses have a path to advertising in streaming. Roku Ads Manager is our answer to democratizing streaming advertising, creating a self-serve path for businesses of any size to get their brand on the big screen. Roku Ads Manager is looking for a Sales Development Representative (SDR) to help lead demand generation and client growth for our self-serve streaming ad platform. This role will join two existing SDRs and will play a crucial role in attracting and onboarding new advertisers, ensuring their success on the platform, and driving revenue growth. Sound like fun? For Chicago Only - The estimated annual salary for this position is between 52,000 and 75,000 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 incentive compensation/commissions, health insurance, equity awards, life insurance, disability benefits, parental leave, wellness benefits, and paid time off. What you’ll be doing - Prospect and qualify inbound and outbound leads for Roku Ads Manager - Educate potential advertisers on the benefits of streaming and our self-serve platform - Collaborate with Account Executives to build and maintain a healthy sales pipeline - Track and manage leads using CRM tools and outreach platforms - Provide feedback to marketing and product teams to improve messaging and user experience - Stay up to date on industry trends and Roku’s evolving ad solutions We’re excited if you have - 1–2 years of experience in a sales, business development, or customer-facing role - A passion for advertising, media, or technology - Excellent communication and interpersonal skills - A self-starter mindset with strong organizational skills - Experience with CRM tools like Salesforce or HubSpot (a plus) - A collaborative spirit and a drive to learn and grow #LI-HR2 #LI-Onsite 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). Our employees can take time off work for vacation and other personal reasons to balance 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. 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.

• Prospecting: you will be going to crypto events/conferences to find new partners and customers and introduce BTSE to them and see how we can collaborate • Discovery: understanding what the customers need and being able to wear different ‘hats’ depending on the type of customer, personality and business you are able to speak with different levels, cultures and tailor your conversation • Build your own book of business and pipeline of customers; understand how to move each customer onto the next step and eventually closing deals • Identify ways to reach more customers; through events, cold prospecting/emails/using LinkedIn and referrals to capture market shares • Working closely with the technical team to solve problems and create customized solutions for the client.

• Lead Generation & Strategy: Identify and prospect high-quality B2B leads within the commercial HVAC and field service sectors. • Outbound Execution: Execute high-volume outreach via cold calling, email sequences, and LinkedIn to qualify businesses and book meetings. • Funnel Optimization: Collaborate with founders to refine the sales pitch, iterate on lead-building strategies, and improve conversion rates from prospect to qualified lead. • CRM Management: Maintain meticulous records of all sales activities and lead data to ensure a seamless handoff to the closing team. • Market Intelligence: Gather and share feedback from prospects to help the product team understand customer pain points and objections.

• Generate new business opportunities through inbound and outbound prospecting, including email, phone, social channels, events, and campaigns. • Identify, research, and qualify prospective clients by understanding their needs, challenges, and readiness to engage with sales. • Create and execute outreach sequences, including personalized email campaigns and cold-calling to map and penetrate accounts. • Engage existing customers as needed to identify cross-sell or expansion opportunities across a defined segment or product (as applicable to the team). • Educate and nurture leads to progress them toward a qualified meeting or next step in the buyer journey. • Maintain accurate and up-to-date lead and activity data in CRM and sales engagement tools. • Collaborate with Account Executives to ensure smooth and effective handoff of qualified opportunities. • Partner with Sales, Marketing, and other teams to continuously refine lead-generation processes, messaging, and workflow improvements. • Achieve or exceed monthly and quarterly targets for qualified meetings, Sales Qualified Opportunities, and pipeline contribution. • Participate in ongoing training, coaching, and skill development.