Head of SMB Sales, LATAM

Team Introduction
The Global Business Solutions (GBS) team is responsible for the revenue growth of the TikTok business, and our teams include Sales, Marketing, Ops, Account Managers, Agency and partnerships, as well as Marketing Science.

GBS is a dynamic, entrepreneurial, and ambitious client group, and our HRBPs who support them are too! We are excited to continue adding to our Human Resources team to attract, engage, and retain top talent to drive the continued growth of the organization.

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

As the Head of SMB, LATAM, you will be responsible for leading the overall growth for the region, including revenue, advertiser development, and product adoption. This includes leadership responsibility for multiple sales functions as well as managing experienced people leaders. You will play a critical role in developing and executing a data-driven sales strategy, ensuring operational excellence, and fostering strong cross-functional collaboration across the global SMB organization. A balance between global alignment and regional customization will be key to success.

Responsibilities
- Accountable for achieving revenue targets for the LATAM market.
- Develop and execute a regional go-to-market strategy, leveraging market data, historical performance, and industry insights.
- Run a quarterly forecasting cadence to provide visibility of sales pipeline status, plan to achieve targets, and assess upside/downside risks.
- Drive advertiser acquisition and retention by enhancing product adoption and operational efficiencies.
- Lead, coach, and develop a high-performing sales team, including managing multi-level leaders and sales functions.
- Collaborate with key cross-functional teams (Marketing, Product, Sales Operations, and Ad Operations) to set go-to-market priorities and optimize revenue growth.
- Identify and implement scalable operational improvements to support continued advertiser success.
- Drive revenue organization productivity and efficiency improvements through data-driven insights.
- Partner with strategy teams on annual budgeting, tracking key performance indicators, and providing insights and recommendations for deviations.
- Maintain operational excellence across forecasting, pipeline development, training, hiring, performance management, collaboration, and sharing of best practices.

Qualifications

Minimum Qualifications:
- 10+ years of leadership & management experience in sales, advertising, or business development, with a focus on SMBs.
- Proven track record of engaging product in sales go to market, including building in synergy with a product team where necessary
- Strong analytical, strategic planning, and forecasting skills, with the ability to synthesize market insights and translate them into actionable strategies.
- Demonstrated ability to navigate complex organizations and drive alignment across multiple business functions.
- Strong communication and stakeholder management skills, with the ability to influence at all levels of the organization.
- Experience managing multi-level leaders and fostering team development.
- Entrepreneurial mindset with a passion for problem-solving and driving business transformation.
- Comfortable with global travel.

Preferred Qualifications:
- As this role covers the LATAM markets, full business fluency in Spanish and/or Portuguese is highly preferred.
- Experience in platform and scaled operations is considered a plus.
- In-depth knowledge of the LATAM AdTech market and its SMB lead initiatives.

TikTok is committed to creating an inclusive space where employees are valued for their skills, experiences, and unique perspectives. Our platform connects people from across the globe and so does our workplace. At TikTok, our mission is to inspire creativity and bring joy. To achieve that goal, we are committed to celebrating our diverse voices and to creating an environment that reflects the many communities we reach. We are passionate about this and hope you are too.

TikTok is committed to providing reasonable accommodations in our recruitment processes for candidates with disabilities, pregnancy, sincerely held religious beliefs or other reasons protected by applicable laws. If you need assistance or a reasonable accommodation, please reach out to us at https://shorturl.at/cdpT2