New Business Activation Lead - LA

ead 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 $114000 - $228000 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.

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.