Director of Sales - GCR at Aarki

<h2>Who Are We?</h2> <p>RZR is an AI-native advertising platform built for the next era of performance marketing. We operate at the intersection of machine learning, programmatic media, and full-funnel mobile growth, powering campaigns for some of the world's most ambitious advertisers. Our platform is purpose-built to deliver outcomes at scale, not just impressions.</p> <p>We are a team of builders, operators, and technologists who believe the advertising industry is overdue for a fundamental rethink. We move fast, operate with a high degree of ownership, and hold ourselves to an exceptionally high standard of craft.</p> <p>RZR is scaling aggressively with an active M&amp;A pipeline and a platform vision that puts us on a path to becoming an industry leader. This is a rare opportunity to join a company at an inflection point and help shape what it becomes.</p> <h2>Role Overview</h2> <p>The Director of Sales, GCR owns net-new business acquisition for RZR's Greater China Region — gaming and non-gaming advertisers across the region's international / export growth motions. Following strong regional growth, RZR needs a dedicated "hunter" leader in GCR to build a repeatable, data-driven new-business engine rather than relying on individual heroics.</p> <p>This role leads the GCR AE team, owns a net-new revenue target of $xxM+, and carries the mandate to diversify the GCR book beyond gaming so that xx% of new revenue originates from non-gaming verticals. The Director reports into the Regional VP of Revenue, GCR (CRO interim) and partners closely with the GCR Growth/CS team, Marketing, and Product to keep positioning consistent, pipeline predictable, and the sales-to-growth handoff frictionless.</p> <p>This is a role for a builder: someone who can personally steer strategic deals to close while creating the tiered account planning, forecasting discipline, and coaching cadence that make GCR's new-business growth scalable.</p> <p>&nbsp;</p> <h2>Key Responsibilities</h2> <p><strong>New Business &amp; Market Penetration</strong></p> <ul> <li>Own the GCR net-new revenue target of $xxM+, designing quotas and incentive structures that prioritize high-LTV, high-margin new business.</li> <li>Build and execute the GCR Non-Gaming GTM plan — identify priority sub-verticals (e-commerce, social, utility, fintech), define value propositions for each, and drive revenue outcomes.</li> <li>Ensure 100% of Tier 1 and Tier 2 GCR prospects are mapped with active, multi-threaded sales plans; personally review plans for complex enterprise deals.</li> <li>Partner with Marketing to execute x high-impact ABM events per quarter in-region, surgically targeted at the T1/T2 prospect list to accelerate deal velocity.</li> <li>Serve as the primary market-intelligence loop to Product on GCR-specific needs (media channels, measurement, creative formats) to expand product-market fit.</li> </ul> <p><strong>Operational Rigor &amp; Forecasting</strong></p> <ul> <li>Maintain &lt;x% variance between forecast and actual net-new revenue through rigorous weekly pipeline inspection.</li> <li>Implement "At Risk" triggers for the GCR pipeline so every stalled deal is identified early and met with a specific intervention.</li> <li>Document 100% of GCR sales workflows and ensure zero ownership gaps in the Sales-to-Growth handoff for newly launched accounts.</li> </ul> <p><strong>Team Leadership &amp; Enablement</strong></p> <ul> <li>Hire, onboard, and ramp GCR AEs to full quota-attainment productivity within their first 90 days.</li> <li>Run a standardized coaching cadence — pipeline reviews and 1:1s focused on deal surgery, not status updates.</li> <li>Partner with RevOps and Sales Enablement to keep the GCR team current on product, positioning, and competitive dynamics.</li> </ul> <h2>Required Skills &amp; Experience</h2> <ul> <li>8+ years of AdTech/MarTech sales experience in the GCR market, with 3+ years managing quota-carrying sellers.</li> <li>Deep technical understanding of the programmatic DSP/RTB ecosystem, including privacy changes (SKAN) and AI-driven creative optimization.</li> <li>Proven track record of personally closing and leading teams to $xxM+ in net-new revenue with enterprise GCR advertisers.</li> <li>Existing network among GCR gaming and app advertisers, with direct experience selling to enterprise accounts in the region.</li> <li>Experience building GTM plans for non-gaming verticals (e-commerce, fintech, social) in GCR.</li> <li>Experience partnering with RevOps to implement CRM rigor and forecasting models.</li> <li>Data literacy: able to interpret CPI, ROAS, and LTV performance data and translate it into a compelling sales narrative.</li> <li>Native Mandarin and business-fluent English; comfortable operating with a global HQ.</li> </ul>