Netflix is one of the world's leading entertainment services, with over 300 million paid memberships in over 190 countries enjoying TV series, films and games across a wide variety of genres and languages. Members can play, pause and resume watching as much as they want, anytime, anywhere, and can change their plans at any time.
We are looking for a senior Ads leader to design and orchestrate Netflix’s price and incentives strategy in Latin America, with a primary focus on Brazil and Mexico. This person will turn our growth vision into concrete decisions on pricing, incentives and long-term commitments with agencies and advertisers, ensuring every dollar invested in Netflix Ads creates maximum value for clients, the market, and the business. Reporting to the regional lead for Upfront, Pricing & Incentives, this role will be a key connector between content, product and sales, helping position Netflix as a reference in effectiveness, commercial innovation and revenue discipline across the region.
Key responsibilities:
Design and manage the LATAM pricing & incentives framework
- Build and maintain a clear, LATAM-wide guideline for pricing and incentives that follows global principles, while adapting to local realities in Brazil, Mexico and other priority markets.
- Define and update CPM floors, pricing bands and value pools (cash and added-value impressions) across buy types (DIO, PG, PMP) and formats, with a strong bias toward programmatic-first growth.
- Translate this framework into simple, actionable guidance for Sales, reducing ambiguity and one-off exceptions.
Lead the Upfront strategy and go-to-market for LATAM
- Co‑lead the development of the annual Upfront strategy for LATAM, including commercial narrative, deal architecture and value exchange models for agencies and key clients.
- Partner with Brand Partnerships and Ads Marketing to connect pricing and incentives with IP/content-based opportunities and key moments (e.g., Behind the Streams, Front Row Mexico).
- Ensure the Upfront approach in LATAM is locally relevant and globally coherent, in close collaboration with global and other regional teams.
Use pricing and incentives as strategic growth levers
Design and manage agency and client incentive programs (e.g., rebates, value pools, special conditions) that are used proactively to:
- Secure large, multi-quarter commitments across the region;
- Accelerate product adoption and testing (alphas, betas, new formats, data/measurement solutions);
- Increase programmatic penetration by rewarding desired buying behaviors and tech integrations.
Ensure that incentive structures support growth without eroding long-term pricing power or contribution margin.
Act as a strategic counterpart to Sales in negotiations
- Partner with Sales and Account Management on complex deals (Upfronts, NPPs, agency agreements), helping to evaluate trade-offs between volume, price, mix (cash vs. added value) and strategic value (e.g., programmatic adoption, data/measurement commitments, new product tests).
- Support a clear escalation and decision path on when to push, when to flex and when to seek exceptions, aligned with LATAM and global strategy.
Govern incentives, makegoods and added value across LATAM
- Oversee governance of makegoods and added value in the region, ensuring decisions by market are consistent with the LATAM framework, inventory conditions and client needs.
- Monitor the cash vs. AV mix and total incentive levels (% of revenue), ensuring these remain within agreed ceilings and aligned with our financial guardrails.
- Work closely with Sales Operations, Finance to ensure deal terms are correctly reflected, tracked and reconciled.
Drive insight-led pricing decisions
- Partner with RYA, Sales Ops and Measurement to track and analyze, at regional and country level: eCPM vs. floors and targets, channel mix (DIO/PG/PMP), trade vs. transparent, incentive utilization, and competitive benchmarks.
- Use these insights to refine pricing and incentive frameworks over time and to recommend adjustments to floors, value pools and deal structures as the market evolves.
Collaborate as One Netflix team
- Work closely with Finance, Sales, Packages and Sponsorship to ensure pricing and incentives are embedded in our planning cycles, segmentation and Packages GTM model.
- Build strong relationships with Brand Partnerships, Sales Solutions, Measurement, Ads Marketing and Legal to ensure our commercial constructs are both innovative and executable.
What We’re Looking For:
- 8+ years of experience in the Advertising universe, with a strong track record in pricing, trading, yield management, commercial strategy and/or agency incentives at a major publisher, platform, media company or agency holding group;
- Fluent communication skills in English and Portuguese; Spanish is a plus;
- Open TV, Streaming, Pay TV or Digital Ads background is a must, with solid understanding of the LATAM advertising ecosystem, especially in Mexico and/or Brazil;
- Familiarity with programmatic advertising, auction dynamics and ad tech, and a clear view on how pricing and incentives can be used to shift spend into PG/PMP and data-driven buys;
- Demonstrated experience creating or managing rate cards, deal frameworks, rebates or incentive programs, ideally across multiple products or markets;
- Strong modeling and analytical skills and comfort with manipulating large datasets in Google Sheets, Excel, Tableau and other data visualization tools, with the ability to turn analysis into clear principles, guardrails and recommendations;
- A strong attention to detail and an ability to apply the 80/20 rule to focus on what matters most for the business;
- Proven ability to work as a strategic partner to Sales, supporting high-stakes negotiations and balancing near-term revenue opportunities with long-term pricing and margin discipline;
- Very strong project management, planning and organizational skills, including the ability to handle multiple initiatives simultaneously (framework design, deal support, upfront GTM) and deliver under tight timelines;
- Excellent communication and interpersonal skills, with the ability to build successful relationships and trust with partners at all levels and across functions (Sales, Finance, Marketing, Product, Legal);
- Candidates must be motivated, disciplined, flexible, able to work autonomously, and comfortable operating in a high-performance, high-ambiguity environment in line with Netflix’s culture.
Inclusion is a Netflix value and we strive to host a meaningful interview experience for all candidates. If you want an accommodation/adjustment for a disability or any other reason during the hiring process, please send a request to your recruiting partner.
We are an equal-opportunity employer and celebrate diversity, recognizing that diversity builds stronger teams. We approach diversity and inclusion seriously and thoughtfully. We do not discriminate on the basis of race, religion, color, ancestry, national origin, caste, sex, sexual orientation, gender, gender identity or expression, age, disability, medical condition, pregnancy, genetic makeup, marital status, or military service.