Vendor Sales Specialist, EMEA SMB

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 executing 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 and sales acumen with a customer-centric mindset to help businesses achieve their marketing goals on TikTok.

We are looking for a Vendor Sales Specialist to join our SMB EMEA sales team. This role will be responsible for the implementation of key sales programs executed by our vendor partners. These initiatives will span a range of objectives, covering multiple phases of the sales cycle. Our ideal candidate will have demonstrated success in the area of advertising sales, experience working in an outsourced vendor environment and ability to enable teams for success. Additionally, strong project management skills combined with experience working cross-functionally to identify opportunities is preferred.

Vendor Performance & Revenue Management: - Oversee the day-to-day operations of outsourced vendor sales teams to ensure they meet or exceed quarterly revenue and advertiser acquisition targets for the EMEA SMB market. - Monitor and drive core sales KPIs (e.g., lead conversion rates, active advertiser count, revenue retention) and operational SLAs. - Lead regular performance cadences, including Weekly/Monthly/Quarterly Business Reviews (WBR/MBR/QBR), to evaluate vendor health and implement corrective action plans when necessary.

Sales Enablement & Capability Building: - Act as the primary subject matter expert for TikTok's ad products (e.g., Auction ads, Lead Generation, Pixel/API integrations) for the vendor teams. - Design and deliver continuous training programs, sales playbooks, and best-practice sharing sessions to improve the vendor's pitching, objection handling, and product adoption rates. - Conduct regular call calibrations and shadow sessions to ensure high-quality advertiser interactions and brand safety compliance.

Cross-Functional Collaboration & Strategy: - Partner closely with internal stakeholders—including Product Operations, Marketing, Sales Strategy, and Data teams—to align vendor execution with overarching EMEA commercialization goals. - Serve as the bridge between the vendor and internal product teams, establishing a feedback loop to report advertiser pain points, product bugs, and market trends to drive platform improvements.

Data-Driven Insights & Process Optimization: - Analyze full-funnel sales data and pipeline metrics using internal CRM and dashboard tools to identify growth opportunities and bottlenecks. - Proactively design and test new sales workflows, lead-routing strategies, or incentive structures to improve overall vendor efficiency and ROI.