SMB Sales Team Lead

About the Role TikTok's SMB Team aims to help businesses and brands of all sizes unleash their creative side, connect with our audience, and drive revenue and growth. 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. We are looking for a passionate Sales Team Lead focused on the DACH market to build and support our growing Account Management and New Business Sales Account Managers. You will lead a team of Account Managers who partner with our high-value clients and internal stakeholders to drive revenue by negotiating and optimizing complex advertising opportunities and using data and analytics to build a consultative solution for our customers in depth and in breadth. Their focus is on driving revenue, advertiser education, and advertiser satisfaction. You additionally will be in charge of our New Business Acquisition Account Executive generating new business pipelines and bringing in high value customers on to the platform. Our ideal candidate will have demonstrated success leading analytically-driven, process-oriented digital advertising teams in a fast-paced and constantly evolving environment. You will be comfortable with managing change, identifying and implementing new workflows and approaches, proactively optimizing processes, and driving go-to market strategies. You should have an in-depth understanding of the advertising space for SMBs, ideally with experience in the digital sales of advertising. You will be a collaborative leader with the ability to work cross-functionally, develop future talent hands-on, and coach team members to achieve new heights. With a growth mindset and entrepreneurial spirit, you will focus on deeply understanding our customers, identifying patterns, and creating data-driven insights and programs that contribute to their success. Responsibilities - Aim for the Highest - Lead a team of Account Managers and Account Executives, providing hands-on coaching and guidance to enable their growth and the success of our clients. Guide your teams through the next stage of their careers and beyond. - Assume Ownership - Identify opportunities for process improvements, product enhancements, and tooling efficiencies to enable scalable solutions for our clients and teams. Take ownership of revenue goals, proactively develop new market strategies, and execute data-driven solutions to achieve them. - Be Candid and Clear - Set clear, measurable goals and expectations for your team. Support them and challenge them to exceed their targets. Cultivate a high-performance and pro-active culture within the team. - Have the Bigger Picture in Mind - Collaborate cross-functionally with Marketing, Product, Sales Ops, and Training to identify opportunities for scaling best practices, filling knowledge gaps, and enhancing performance. Ensure alignment of go-to-market strategies with the broader business goals. - Be a Champion of Inclusion - Promote diversity and inclusion within your team. Value unique perspectives and foster an environment where all team members feel empowered to contribute and grow. - Always Day 1 - Take initiative—whether big or small. Lead by example by supporting your team with best practices, campaign performance analysis, and translating market insights into actionable business strategies. Utilize these insights to enhance TikTok’s advertising offerings and customer engagement. Minimum Qualifications - 5 years of experience in account management/client services roles in digital advertising with a proven ability to optimize client success and revenue growth. - Minimum 1 year of experience of a small team with demonstrated experience of leading and coaching high-performing teams and fostering professional development while driving measurable business outcomes. - Strong analytical mindset with the ability to synthesize insights from data, optimize advertising campaigns, and develop proactive go-to-market strategies. - Proven experience in process development and workflow optimization, identifying inefficiencies and implementing scalable solutions. - Proven ability to collaborate with cross-functional teams (., Product, Marketing, Sales Ops) to drive business results and improve advertiser success. - Proactive approach to problem-solving, with excellent project management, organizational, and communication skills. - As this role is focused on the DACH markets, full business fluency in German is required. Preferred Qualifications - Strong & demonstrable network within the DACH market and digital advertising SMB space - Experience in market analysis and go-to-market strategy development, with a strong understanding of SMB market dynamics and proactive growth strategies. - Proven entrepreneurial mindset, with a growth-oriented approach to innovation, change management, and continuous improvement. - Experience leveraging data insights to create advertiser programs and customer engagement strategies that drive business success.