Channel Sales Head of Business Development, North America- San Jose (Third-party Associate)
Responsibilities
About the Team
The Channel Sales team at TikTok is dedicated to unlocking unprecedented growth via partnerships. This specific Partner Manager role is pivotal to our strategy, with a focus on both maintaining and expanding our relationships with key partners. If you are energized by the idea of working with SMB partners driving advertising innovation, this could be the perfect fit for you.
This role blends strategic vision with executional leadership. You will oversee a team of Business Development Managers to build a strong partner pipeline, define the program's commercial strategy, and guide investment decisions that accelerate TikTok's SMB growth through partnerships.
Key Responsibilities
- Lead a team of Business Development Managers to identify, evaluate, and sign high-potential Channel Partners.
- Design and implement incentive models tied to incremental revenue and long-term partner performance.
- Analyze total addressable market (TAM), vertical trends, and regional opportunities to inform expansion strategy.
- Shape the strategic roadmap and recommend investment priorities that align with TikTok's multi-year SMB growth goals.
- Lead commercial negotiations and structure mutually beneficial partnership agreements.
- Define partner strategy, product alignment, and quarterly performance targets to ensure scalable success.
Qualifications
Minimum Qualifications:
- many years of experience in business development, strategic partnerships, or commercial strategy within digital advertising, martech, or SaaS.
- Proven success negotiating and managing large-scale partnerships or channel ecosystems.
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- Strong understanding of SMB acquisition models and platform-driven revenue growth.
Preferred Qualifications:
- Excellent analytical and financial modeling skills; ability to translate data into strategy and investment decisions.
- Demonstrated ability to lead and mentor high-performing teams across BD, partnerships, and strategy functions.
- Experience in fast-paced, high-growth environments, ideally within major digital advertising platforms
- Exceptional communication, influencing, and executive stakeholder management skills.
- Strategic thinker with the ability to balance vision with execution in a rapidly evolving environment.
Important Note: Please be advised that this job posting is on behalf of a third-party agency. This is a 12-month temporary assignment managed by a third-party agency, who will be your employer. While you may be assigned to work at TikTok, you will not be a TikTok employee. All contractual terms, including payroll and benefits, will be handled by a third-party agency. By applying, you agree that the information provided in your application may be processed and retained by TikTok for recruitment purposes and shared with a third-party agency in accordance with TikTok's Applicant Privacy Notice https://lifeattiktok.com/legal/privacy
Job Information
[For Pay Transparency] Compensation Description (hourly)
The hourly rate range for this position in the selected city is $75- $120.
Compensation may vary outside of this range depending on a number of factors, including a candidate's qualifications, skills, competencies and experience, and location. Base pay is one part of the Total Package that is provided to compensate and recognize employees for their work, and this role may be eligible for additional discretionary bonuses/incentives, and restricted stock units.
Benefits may vary depending on the nature of employment and the country work location. Employees have day one access to medical, dental, and vision insurance, a 401(k) savings plan with company match, paid parental leave, short-term and long-term disability coverage, life insurance, wellbeing benefits, among others. Employees also receive 10 paid holidays per year, 10 paid sick days per year and 17 days of Paid Personal Time (prorated upon hire with increasing accruals by tenure).
The Company reserves the right to modify or change these benefits programs at any time, with or without notice.
For Los Angeles County (unincorporated) Candidates:
Qualified applicants with arrest or conviction records will be considered for employment in accordance with all federal, state, and local laws including the Los Angeles County Fair Chance Ordinance for Employers and the California Fair Chance Act. Our company believes that criminal history may have a direct, adverse and negative relationship on the following job duties, potentially resulting in the withdrawal of the conditional offer of employment:
1. Interacting and occasionally having unsupervised contact with internal/external clients and/or colleagues;
2. Appropriately handling and managing confidential information including proprietary and trade secret information and access to information technology systems; and
3. Exercising sound judgment.
Perks and Benefits
Health and Wellness
- Health Insurance
- Dental Insurance
- Vision Insurance
- HSA
- Life Insurance
- Fitness Subsidies
- Short-Term Disability
- Long-Term Disability
- On-Site Gym
- Mental Health Benefits
- Virtual Fitness Classes
Parental Benefits
- Fertility Benefits
- Adoption Assistance Program
- Family Support Resources
Work Flexibility
- Flexible Work Hours
- Hybrid Work Opportunities
Office Life and Perks
- Casual Dress
- Snacks
- Pet-friendly Office
- Happy Hours
- Some Meals Provided
- Company Outings
- On-Site Cafeteria
- Holiday Events
Vacation and Time Off
- Paid Vacation
- Paid Holidays
- Personal/Sick Days
- Leave of Absence
Financial and Retirement
- 401(K) With Company Matching
- Performance Bonus
- Company Equity
Professional Development
- Promote From Within
- Access to Online Courses
- Leadership Training Program
- Associate or Rotational Training Program
- Mentor Program
Diversity and Inclusion
- Diversity, Equity, and Inclusion Program
- Employee Resource Groups (ERG)
Company Videos
Hear directly from employees about what it is like to work at TikTok.