Agency Commercial Deal Desk Manager - Monetization Strategy and Operations

The Global Monetization Strategy & Operations (MSO) organization plays a critical role in fueling TikTok’s advertising business growth. We partner with the world’s largest media agencies and independents to align incentives, accelerate performance, and unlock scalable value. Sitting at the intersection of agency strategy and revenue operations, the Commercial Deal Desk designs commercial frameworks, enforces policy, and empowers agencies with the tools and insights to deliver measurable growth.

Within this function, we focus on building strategic agency partnerships that balance value creation with fiscal responsibility. From developing yield and discounting frameworks to driving commercial governance and deal performance, this team ensures agencies can generate incremental revenue while strengthening TikTok’s market position. A critical component of this partnership is enabling agencies to realize value through Principal Trading Agreements and Upfront Inventory deals that drive mutual growth. This is a high-impact role influencing how TikTok engages Big 6 and independent agencies across global markets.

Key Responsibilities
- Lead commercial negotiation, strategy, and partnership frameworks across Big 6 and independent agencies, ensuring alignment between TikTok’s goals and agency growth priorities.
- Negotiate Principal Trading Agreements and Upfront Inventory deals in conjunction with sales that enable agencies to resell discounted media while expanding TikTok’s revenue base profitably.
- Design and govern go-to-market and discounting frameworks that ensure fiscal discipline, policy compliance, and repeatable deal structures.
- Manage commercial performance through data-driven yield management, pricing optimization, and risk mitigation.
- Serve as a trusted advisor to internal cross-functional teams and external agency leadership, ensuring operational alignment, strategic influence and system workflow capabilities.
- Demonstrate financial fluency in inventory yield, trading models, and value exchanges; translate insights into actionable commercial strategies.
- Drive consistency, accountability, and measurable outcomes across agency portfolios while adapting to dynamic market conditions.
- Bring 10+ years of media agency or partnership experience, with proven ability to negotiate, influence, and deliver growth through scalable agency relationships.