The posting
TikTok's Global Business Solutions (GBS) regional sales and advertising teams drive revenue growth by promoting our advertising solutions, onboarding clients, and running campaigns that deliver measurable results.
Client needs, market trends, and performance expectations shift constantly, and differently in every market. We build strategy accordingly, turning those moving pieces into advertising solutions that work and client partnerships that last.
You will help businesses grow on a global platform, working on the campaigns and relationships that turn advertisers into long-term partners.
About the team The TikTok Shop Ads team sits at the intersection of commerce, content, and advertising, helping merchants and brands unlock growth through performance-driven advertising solutions on TikTok Shop. We partner with sellers, brands, and ecosystem partners to accelerate adoption of TikTok Shop Ads, drive commerce media revenue, and build scalable advertising solutions that connect discovery, engagement, and purchase.
As TikTok Shop continues to expand in Brazil, we are looking for a strategic and results-driven Business Development Manager, Pod Lead to lead a team focused on acquiring high-potential advertisers, merchants, and brands for TikTok Shop Ads. This role will be critical in driving new advertiser acquisition, expanding commerce media adoption, and helping sellers leverage TikTok’s advertising products to achieve measurable business outcomes.
About the role The Business Development Manager, Pod Lead is responsible for leading a team of Business Development Managers focused on acquiring, pitching, and onboarding high-potential merchants, brands, and advertisers for TikTok Shop Ads. This role combines people leadership with strategic sales execution, ensuring the team consistently exceeds advertiser acquisition, ads revenue, and business growth targets.
As a front-line sales leader, the Pod Lead will coach, develop, and empower a high-performing team across the full advertising sales cycle — from market mapping, prospecting, qualification, pitching, media planning, negotiation, and closing to initial ads activation. They will partner closely with Sales Leadership, Client Solutions, Marketing, Product, Operations, and other cross-functional teams to drive scalable advertiser acquisition strategies, improve onboarding efficiency, and accelerate TikTok Shop Ads adoption.
Success in this role requires strong leadership capabilities, advertising sales expertise, commercial acumen, data-driven decision-making, and a deep understanding of performance marketing, e-commerce, and commerce media. The ideal candidate is a hands-on leader who can inspire teams, build trusted relationships with strategic advertisers, and help shape the growth of TikTok Shop Ads in a fast-paced, high-growth market.
Responsibilities - Lead, coach, and develop a high-performing team of Business Development Managers focused on TikTok Shop Ads advertiser acquisition and revenue growth. - Drive the team to consistently achieve and exceed new advertiser acquisition, ads revenue, pipeline, activation, and business growth targets. - Develop and execute scalable acquisition strategies to onboard high-potential merchants, brands, sellers, and agencies onto TikTok Shop Ads. - Oversee advertising sales pipeline management, forecasting, CRM discipline, and team performance, identifying opportunities to optimize conversion and revenue. - Coach the team throughout the full advertising sales cycle, including prospecting, qualification, consultative pitching, media solution selling, negotiation, closing, and initial campaign activation. - Support strategic advertiser engagements and complex commercial negotiations when needed, especially with high-value merchants, brands, and agency partners. - Partner with Client Solutions, Product, Marketing, Operations, and Seller Education teams to improve advertiser onboarding, ads activation, and early-stage campaign success. - Leverage market insights, advertiser performance data, category trends, and revenue metrics to guide business decisions and improve sales execution. - Build repeatable sales playbooks, pitch narratives, operating mechanisms, and best practices to accelerate TikTok Shop Ads adoption. - Identify opportunities to grow commerce media revenue by connecting TikTok Shop seller needs with relevant advertising products and performance solutions.
Minimum Qualifications - Bachelor's degree or equivalent professional experience. - 5+ years of experience in Advertising Sales, Business Development, Digital Advertising, Performance Marketing, E-commerce, or a related commercial function. - 2+ years of experience leading, coaching, or mentoring high-performing sales, business development, or advertising sales teams. - Demonstrated experience managing advertising sales pipelines, revenue forecasting, CRM platforms, outbound acquisition strategies, and advertiser onboarding. - Proven track record of consistently exceeding advertiser acquisition, ads revenue, pipeline, or business growth targets. - Strong understanding of digital advertising, performance marketing, e-commerce, retail media, or commerce media solutions. - Professional proficiency in English and Portuguese is required because the role involves frequent communication with local advertisers, merchants, agencies, regional teams, global stakeholders, and cross-functional partners.
Preferred Qualifications - Previous experience leading New Business, Advertising Sales, Business Development, Hunter, Merchant Acquisition, or Agency Sales teams within technology, digital advertising, e-commerce, retail media, or media industries. - Experience managing executive-level advertiser, merchant, brand, or agency relationships and supporting complex commercial negotiations. - Strong analytical skills with the ability to leverage sales data, campaign performance, market insights, and revenue metrics to drive decision-making. - Deep understanding of the Brazilian digital advertising, e-commerce, and commerce media landscape, and experience selling or scaling performance advertising, marketplace ads, retail media, social commerce ads, or full-funnel digital marketing solutions. - Excellent stakeholder management skills with the ability to influence and collaborate effectively across Sales, Product, Marketing, Operations, Client Solutions, and regional/global teams. - Ability to thrive in a fast-paced, ambiguous, and constantly evolving environment while driving operational excellence and continuous improvement.
Please submit your resume in English.
