New Business Activation Lead - NY

Responsibilities

About the Role
TikTok's Global Business Solutions team aims to help businesses and brands of all sizes unleash their creative side, connect with our audience, and engage with new and existing customers. From designing scaled sales and service delivery programs to ensuring our customers have best-in-class tools and products at their fingertips, our team combines operational expertise with a customer-centric mindset to help businesses achieve their marketing goals on TikTok, no matter how big or small.

We are looking for a strategic and high-energy Sales Lead, Acquisition to join our North America Sales team. This position will lead a team of high-performing Account Executives focused on the full sales cycle - from cold outbound to close. Your team is responsible for winning new business within the Mid-Market and Enterprise segments, moving away from warm lead funnels toward a strategic, hunter-centric offensive on named account lists.
The ideal candidate has a "player-coach" mentality, possessing deep experience in Value Selling and the Challenger Sale mindset. You will be responsible for building a high-performance culture that thrives on outbound activity, multi-threaded deal navigation, and driving urgency in a competitive market.

Responsibilities
- Strategy & Execution: Establish the "Acquisition Playbook" for your team. Define outbound strategies, territory management plans, and execution frameworks that enable your team to exceed revenue targets.
- Challenger Coaching: Guide and coach Account Executives on consultative, insight-led selling. Help them reframe customer problems, challenge assumptions, and navigate multi-threaded sales cycles with C-level stakeholders.
- Operational Excellence: Maintain rigorous pipeline management and forecasting accuracy. Ensure the team is leveraging 3rd party tooling and CRM data to optimize their outbound efforts and shorten sales cycles.
- Team Development: Hire, coach, and inspire a team of "hunters." Foster a culture of resilience, high activity, and continuous learning, ensuring your AEs are equipped to close complex, high-value deals.
- Cross-Functional Leadership: Partner with Business Operations, Product, and Finance to remove friction from the acquisition process, lead product workshops, and provide a strong feedback loop for platform strategy.
- Deal Orchestration: Serve as a senior executive sponsor on key deals. Step into high-stakes negotiations and help your team navigate complex roadblocks within legal, finance, and procurement functions.
- Market Intelligence: Stay ahead of industry trends and competitor tactics to ensure TikTok remains the platform of choice for new-to-platform advertisers.

Qualifications

Minimum Qualifications:
- 8+ years of professional experience in online marketing, AdTech, or SaaS sales.
- 3+ years of experience in a leadership or people-management role, specifically leading acquisition or "hunter" sales teams.
- Mastery of Sales Methodology: Deep familiarity with Value Selling, the Challenger Sale, or MEDDIC/MEDDPICC; proven ability to teach these frameworks to others.
- Mid-Market to Enterprise Experience: Proven track record of building and managing teams that handle multi-threaded sales cycles.
- Data-Driven: Capable of interpreting complex data sets to identify pipeline gaps, coach performance, and report accurately to senior leadership.
- Communication: Elite ability to influence and engage at a leadership level, both internally and with external C-suite stakeholders.

Preferred Qualifications:
- Ad Sales Expertise: Deep knowledge of the digital advertising landscape (auction, biddable media, and self-serve platforms).
- Builder Mindset: Experience building or scaling an outbound sales function from a "warm lead" model to a "strategic hunting" model.
- Technical Savvy: High proficiency with CRM solutions, sales engagement tools, and prospecting intelligence tools.

Job Information

[For Pay Transparency] Compensation Description (annually)

The base salary range for this position in the selected city is $120000 - $240000 annually.

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.