New Business Development Manager - SMB, TikTok Japan

Responsibilities

About the team:
TikTok's SMB team helps businesses and brands of all sizes connect with our audience and grow through creative, performance-driven solutions. Our SMB New Business Development team is responsible for bringing net-new advertisers into TikTok-identifying high-potential prospects, creating demand through outbound motions, and converting them into first-time spenders.
We're hiring a true hunter: a proactive and opportunity-obsessed closer with a proven track record of winning new logos in fast sales cycles. You'll own the front end of the funnel from sourcing to closing new business quickly and delivering an excellent first experience for new advertisers on TikTok.
This role is ideal for someone who thrives in high activity / high conversion environments, consistently beats targets, and turns "cold" accounts into closed-won business.

Key Responsibilities:
- Own net-new logo acquisition: prospect, qualify, pitch, negotiate, and close new advertisers for TikTok's Ads and commerce solutions
- Build and run a high-velocity outbound motion (cold calling, email, LinkedIn, referrals, partner channels), with strong activity and follow-up discipline
- Create and manage a healthy pipeline: consistent top-of-funnel generation, tight qualification, and accurate forecasting
- Lead discovery with decision-makers, diagnose growth constraints, and map TikTok solutions to clear business outcomes
- Deliver crisp storytelling and compelling ROI narratives that move deals forward in short-cycle sales environments
- Onboard newly acquired advertisers for early success (first campaigns / first spend) before handoff to the appropriate team
- Collaborate cross-functionally (Product, Marketing, Ops) to remove friction and improve acquisition programs
- Meet and exceed monthly/quarterly acquisition targets (e.g., new logos, first spend, pipeline coverage)

Qualifications

Minimum Qualifications:
- 5+ years of experience in sales or business development, ideally in digital advertising or tech
- Proven hunter background with consistent success in net-new business (not primarily farming/upsell)
- Strong prospecting skills with hands-on experience building and converting outbound pipeline
- Confident executive communication and credibility with owners/founders and senior decision-makers
- Results-oriented problem solver with strong commercial instincts and execution discipline

Preferred Qualifications: