Michael Gross

About Michael Gross

Strategy & Analytics Executive: I use first principles to better connect data with the…

Experience

1. Senior Director, Sales Operations

   Roku

   Dec 2021 — Present

   Serve on the core Ad Sales leadership team for Roku, delivering over $2B in ad revenue per year. Built the Sales Operations function from the ground up, developing the necessary core capabilities, including hiring and developing a team of 30. Oversee five key strategic and operational functions that support the ad sales team.(Promoted to Sr. Director in December 2021) • Pricing & Planning: Develop the economic models, revenue and pricing strategy and deliver the day-to-day execution for all Ad Sales pricing. Run the Upfront economic and pricing strategy. • Sales Reporting & Analytics: Created a data-first sales culture by delivering sophisticated self-serve dashboards in Tableau to the Sales team. Support C-suite and board meetings by summarizing sales performance in preparing for quarterly earnings calls. Conduct quarterly deep-dive business reviews with all Sales teams and leadership to assess business performance and guide strategy. • Policy, Process & Operations: Develop business rules, policies, and ad guidelines for all of Ad Sales. Conduct day-to-day Deal Desk execution in partnership with Sales to verify that all deals have the right pricing, deal terms, and abide by the business rules. • Partnerships & Contracts: Liaise with our internal legal team and client legal teams to facilitate contract negotiations. This covers MSA-type contracts, Insertion Orders, and Media Agreements. • DSP Sales Operations: Support the operational execution, including pricing, economic strategy, workflows, and Salesforce processes for the OneView Ad Platform (Roku’s DSP) • Salesforce Systems Operations: Ran business strategy and day-to-day execution of Salesforce as a tool for the Ad Sales team.

Education

• Queen's University

  BS, Computer Engineering

  2001 — 2005

Skills

• Business Transformation
• Strategy
• Crm
• Project Management
• Integration
• Digital Transformation
• Finance Transformation
• Management
• Erp
• Change Management
• Business Strategy
• Project Planning
• Business Process Improvement
• Entrepreneurship
• Acquisition Integration
• IT Strategy
• Management Consulting
• Consulting
• Information Technology