Senior New Business Manager
Moloco · Beijing
About Moloco:
Moloco is an AI-native performance advertising company, bringing the power of AI advertising to the open internet. Founded in 2013 by machine learning engineers who had built AI advertising systems inside the world's largest technology companies, Moloco began from a shared mission: to build that same engine for the open internet.
Today, Moloco is one company with two businesses, built on the same compound AI system. Moloco Ads is our AI-native performance advertising platform, helping mobile app marketers acquire, retain, and re-engage high-value users across the open internet. Moloco Commerce Media is our AI-native retail media platform, enabling retailers and marketplaces to turn their platforms into thriving ad businesses. Both are powered by CARA (Compound Ad Recommendation Architecture), the AI system behind every Moloco product.
At Moloco, we bring together those who've already solved hard problems and those with the drive to. Here, we work on some of the complex problems in AI advertising, at a scale and level of sophistication very few companies can offer. Come build what's next.
The Impact You’ll Be Contributing to Moloco
As a Senior New Business Manager for Greater China, you will own the end‑to‑end acquisition and closing of strategic new logos across mobile apps, gaming, commerce, and streaming in the region. You will develop and execute account‑ and vertical‑level strategies, navigate multi‑stakeholder sales cycles, and shape how prospects in Greater China understand Moloco’s role in their growth. You’ll partner closely with New Business leadership, Growth, Implementation, Product, Data Science, and Marketing to identify the right prospects, craft compelling value propositions, and close complex deals that set customers up for long‑term success.
What You’ll Do
Partner Leadership & Pipeline Ownership
- Own end‑to‑end new business sales cycles for a portfolio of high‑potential Greater China prospects, from prospecting and qualification through negotiation and close, with limited input from senior management.
- Develop and execute account‑level and vertical‑level sales strategies that align Moloco’s solutions with each prospect’s business objectives and long‑term growth plans in Greater China.
- Build and deepen relationships with management‑level and budget‑holding decision makers (e.g., Heads of UA, CMOs, business owners), earning the right to influence buying decisions and long‑term partnership vision.
- Maintain a disciplined, accurate pipeline and forecast in CRM, providing clear visibility into deal stages, risks, and upside for the Greater China business.
Commercial Excellence & Deal Making
- Identify and qualify performance‑driven upsell and expansion opportunities within your book of business in Greater China, designing proposals that balance client outcomes and Moloco revenue.
- Lead complex deal structuring and negotiations (pricing, terms, tests, incentives) to overcome objections and close high‑value opportunities, leveraging data, benchmarks, and clear trade‑off narratives.
- Use data‑driven storytelling to articulate business cases, quantify impact, and influence senior client stakeholders to take action (e.g., budget shifts, new product adoption, geo expansion).
- Partner with Implementation and Growth to ensure clean handoffs and successful ramp‑up for new wins, aligning expectations on KPIs, timelines, and success criteria for the first 90 days and beyond.
Product Leadership & Solution Design
- Develop a sophisticated understanding of Moloco’s products and the programmatic ecosystem in Greater China, including how our DSP and commerce/streaming solutions fit into a prospect’s broader tech and media stack.
- Translate prospect needs and pain points into tailored solution designs and test plans, collaborating with Product, DS, and Growth to ensure feasibility, scalability, and strong product‑market fit in the region.
- Stay current on Greater China and global industry trends (e.g., privacy and data regulation, platform policies, AI in advertising, retail media/streaming monetization) and use these insights to challenge client thinking and position Moloco strategically.
Cross‑Functional Collaboration & Market Feedback
- Work closely with New Business leadership, Marketing, and GTM to execute account‑based tactics, events, and campaigns that accelerate pipeline and improve win‑rates in Greater China.
- Collaborate with Operations, Data Science, Product, and Engineering to bring forward client and market insights that inform roadmap, localization, positioning, and new solution development for Greater China.
- Contribute to team‑wide initiatives (playbooks, vertical POVs, pitch materials) that raise the commercial bar across the New Business org, sharing what works in Greater China with global peers.
What You’ll Need to Succeed
Experience & Expertise
- 7+ years in digital/media sales or business development, with a strategic and consultative sales approach and a track record of closing new business with mid‑market and/or enterprise customers.
- Direct experience in mobile and/or programmatic advertising in Greater China, ideally with performance‑based solutions (DSP, user acquisition, or commerce/retail/streaming media).
- Proven ability to own complex, multi‑stakeholder sales cycles end to end, including prospecting, solution design, commercial negotiation, and close.
Skills & Mindset
- Strong commercial skills: influence, negotiation, solution selling, and deal structuring, with a clear history of exceeding revenue and quota targets.
- Advanced data‑based decision‑making and storytelling: comfortable analyzing performance and market data, building simple models, and turning insights into compelling narratives for senior stakeholders.
- Excellent communication and executive presence, able to simplify complex concepts, handle challenging conversations, and build credibility with senior and C‑level audiences in Greater China.
- High ownership mentality and bias to action; comfortable operating in ambiguity, prioritizing ruthlessly, and driving progress across multiple deals in a fast‑growing environment.
- Collaborative, low‑ego teammate who partners proactively with cross‑functional peers (Growth, Implementation, Product, DS, Marketing) and contributes to a positive, feedback‑rich team culture.
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AI fluency: Comfortable using AI tools to improve prospect research, account planning, pitch development, and day-to-day sales productivity, with sound judgment in validating outputs and protecting confidential information. Able to explain how AI and machine learning drive advertising performance and translate these concepts into clear business value for prospective clients.
Language & Regional Requirements
- Fluency in English and native‑level Chinese (Mandarin).
- Deep familiarity with the Greater China digital advertising ecosystem (mobile apps, gaming, commerce, and/or streaming) and experience working with cross‑regional teams.
Supporting Your Best Work and Your Best Life:
Our benefits are designed to support our people in doing their best work and living well, at work and beyond. Benefits vary by country, employment type, and eligibility. Connect with a recruiter to learn more about benefits in your region.
Moloco Values:
- Lead with Humility: Everyone’s voice is respected, valued, and heard. We win, lose, and learn together. Accountability and feedback are essential to our success.
- Uncapped Growth Mindset: We see all situations as opportunities to learn, grow, and improve as individuals and as an organization. We seek diverse perspectives, encourage curiosity, and promote experimentation to push the boundaries of what’s possible.
- Create Real Value: We pursue the most impactful opportunities with intensity and rigor. We take intelligent risks and make disciplined trade-offs to maintain deep focus. We help our customers win by delivering durable value.
- Go Further Together: We’re one team working towards one vision. We collaborate proactively and inclusively, involving the right people at the right time and in the right way. We strive to create a more equitable workplace. We won’t let each other fail.
Additional Resources:
AI Use in Interviews
Our interview process is designed to get to know the real you. Unless a round specifically includes AI as part of what's being assessed, we ask that candidates engage without AI assistance. Please review our AI Use in Interviews Policy before your interview to understand what to expect. Failure to comply with this policy may impact your candidacy.
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