B2B Ads Sales Manager – APJ SMB

About the role

As a Manager I, B2B Sales (Ads Sales), you will lead a team of Customer Acquisition Specialists focused on growing advertiser revenue across the SMB segment in the APJ region. You will shape a high‑performing sales culture, accelerate pipeline generation, and ensure revenue targets are met through coaching, strategic execution, and operational excellence.

Key responsibilities

• Lead, coach and mentor a team of Customer Acquisition Specialists to achieve pipeline, acquisition and revenue goals.
• Foster an accountability‑driven sales culture with continuous improvement and customer success focus.
• Oversee outbound prospecting across phone, email, social and digital channels to generate high‑quality SMB advertiser pipeline.
• Guide the team through the full sales cycle: discovery, qualification, proposal, negotiation and close.
• Partner with Sales Leadership to develop scalable acquisition strategies aligned with business objectives.
• Analyze market trends, advertiser behavior and competitive insights to identify growth opportunities.
• Leverage AI‑powered tools, analytics and sales technologies to improve prospecting effectiveness and forecasting accuracy.
• Maintain CRM hygiene, pipeline management and adherence to sales processes.
• Track and report team KPIs, deliver business reviews and implement performance improvement plans.
• Support hiring, onboarding and ramp‑up of new team members as the business scales.

Required profile

• Proven people‑leadership experience managing a sales team in digital advertising or SaaS environments.
• Hands‑on sales expertise with a data‑driven decision‑making approach.
• Deep understanding of B2B advertising products and SMB market dynamics in APJ.
• Strong ability to develop consultative selling, objection handling, negotiation and customer engagement skills within the team.

Required skills