Director – TikTok Sales - Mid-Market & SMB

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Overview of the Role:

InMobi is actively seeking an experienced senior sales leader to spearhead the marketing of TikTok's advertising solutions in North America, with a particular emphasis on mid-market and small-to-medium businesses. As a strategic partner of TikTok, InMobi is tasked with representing its advertising business, and you will be responsible for achieving North America revenue targets for TikTok solutions sold through InMobi. You will build and close a robust pipeline across mid-market brands, SMBs, and the agencies that support them.

This position is integral to InMobi's North America sales organization. You will execute the global sales strategy outlined by the TikTok Channel Partnerships leader, who oversees the partner relationship and global account management, and you will turn that strategy into pipeline, revenue, and lasting partnerships across the region. The role spans three primary areas: mid-market and SMB direct sales, agency partnerships, and market development. As our client base expands, you will also recruit and manage a team of sales professionals focused on the mid-market and SMB segment.

This is a role for a leader who is equally at home in a founder's first call and in a joint business plan with an agency principal, who enjoys the pace of a high-velocity sales motion, and who wants to build something meaningful at the heart of the InMobi and TikTok partnership.

Location: This role is based on-site in our San Mateo, CA office. 

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The Impact You'll Make:

You will turn the global sales strategy into a North America plan, with clear priorities, targets, and operating rhythms, and deliver it across three areas.

Mid-Market and SMB Direct Sales

• Develop and convert a high-velocity pipeline by engaging founders, marketing leads, and growth teams at mid-market and SMB advertisers.
• Sell TikTok's brand and performance formats, creator and commerce solutions, and measurement tools, tailoring each conversation to the advertiser's goals, budget, and stage of growth.
• Manage the complete sales cycle, from prospecting and discovery through negotiation and closing, to a smooth handoff to account management, so new advertisers launch well and are set up to grow.
• Build and run a repeatable sales process designed for shorter sales cycles and a larger volume of accounts, with clear stages, consistent qualification, and disciplined pipeline management.
• Achieve North America revenue targets for TikTok solutions sold through InMobi, forecasting with accuracy and adjusting early when the numbers call for it.

Agency Partnerships

• Foster relationships with independent, regional, and performance agencies that serve mid-market and SMB clients.
• Establish training programs that equip agency teams to plan, pitch, and optimize on TikTok with confidence.
• Structure referral and preferred-partner arrangements that reward agencies for bringing their clients to TikTok through InMobi.
• Build collaborative plans with priority agencies that position InMobi as the primary route to TikTok for their client base.
• Track each agency's contribution to pipeline and revenue, and invest where the growth potential is greatest.

Market Development and Team Leadership

• Represent InMobi and TikTok at industry and regional events, building visibility and relationships across the mid-market and SMB ecosystem.
• Provide valuable market intelligence, insights on competitive dynamics, and product feedback to the TikTok Channel Partnerships leader, so the offering keeps pace with what this segment needs.
• As the client base expands, recruit, coach, and manage a team of sales professionals focused on the mid-market and SMB segment, setting a high bar for performance and a culture of learning and accountability.
• Partner across InMobi's North America sales organization to share what is working and keep the TikTok business aligned with broader priorities.

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The Experience We Need:

• 10+ years of experience in digital advertising, media, or advertising technology sales, with a proven record of meeting or exceeding revenue targets.
• Demonstrated success selling to mid-market and SMB advertisers, including founders, marketing leads, and growth teams, in a high-velocity, high-volume environment.
• Command of the full sales cycle, from prospecting and discovery through negotiation, closing, and handoff to account management, with a repeatable process you have built or refined.
• Experience building and managing relationships with independent, regional, or performance agencies, including training, referral, or preferred-partner programs.
• Experience leading, coaching, or building a sales team, or a clear readiness to do so as the business grows.
• Working knowledge of social and video advertising, including brand and performance formats, creator and commerce solutions, and measurement tools.
• Strong communication, negotiation, and executive presence, with the ability to represent InMobi and TikTok credibly at industry and regional events.
• Analytical rigor and CRM discipline, with the ability to forecast accurately, manage pipeline, and translate market insight into clear feedback for partners and product teams.
• A collaborative, entrepreneurial mindset, comfortable building in a growing partnership and working across a North America sales organization and a global partner.
• Willingness to travel as needed for client meetings, agency engagements, and industry events.

Preferred

• Experience in a channel, reseller, or strategic partner sales model, where you sold on behalf of a platform you did not own.
• A background building a new sales function or segment from the ground up.
• Prior experience selling TikTok, other social platforms, or creator and commerce solutions.

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