About the team
TikTok's Global Reseller Team manages advertising businesses across 20+ markets where we operate without a direct sales presence.
In these markets, we work with third-party reseller partners to represent TikTok and drive advertising revenue on our behalf.
About the Role
This role owns the end-to-end global relationship with TikTok's largest reseller partner, which represents our advertising business across 18 markets globally.
You will be the single strategic point of contact responsible for partnership health, commercial alignment, and joint growth across all 18 markets where this partner operates on TikTok's behalf.
This is a senior individual contributor role for someone who can operate at both the strategic level (shaping the long-term partnership framework) and the executional level (driving revenue and resolving complex cross-market issues).
While this is an IC role in TikTok's internal system, in practice you are the strategic and operational owner of a large, cross-border business: this partner's on-the-ground sales activity is carried out by 100+ outsourced/vendor staff, and you are responsible for directing that team's execution and for the revenue results they deliver — in addition to strong influence and stakeholder management across regions and functions.
Key Responsibilities
Revenue & Growth
- Carry revenue accountability for the global relationship — ensure delivery against targets across all 18 markets the partner operates in
- Proactively identify the highest-potential opportunities for the partnership — new market expansion, high-potential verticals, key accounts — and turn them into incremental revenue, going beyond baseline targets to capture upside
- Partner with the reseller's leadership to build the capability and market intelligence to pursue these opportunities systematically rather than reactively Partnership Management & Execution
- Serve as the primary global point of contact for the partner's leadership, maintaining strong executive-level relationships and owning the overall health and trajectory of the partnership
- Lead the design and negotiation of the long-term partnership framework — global contract structure, multi-year commitments, BOT arrangements, and the incentive structure (including the shift toward performance-linked commission)
- Direct the day-to-day work of the partner's outsourced/vendor sales staff (100+ people) across 18 markets — setting priorities, cadence, and performance expectations, even though these staff sit outside TikTok's direct headcount
- Run regular performance reviews with the partner's market-level team leads, driving accountability against agreed KPIs and escalating/resolving underperformance directly with the partner's leadership
- Lead resolution of high-stakes, cross-market partnership issues (contract disputes, tax and regulatory matters, market transitions)