TikTok
TikTok Shop -Collectible Team Lead - Seller Onboarding & Activation
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Responsibilities
TikTok Shop is an innovative marketplace fully integrated into TikTok. It brings together online sellers, buyers and creators - all within TikTok to build a one-stop, seamless shopping experience and bringing more commerce solutions that further enable our community to discover and engage with what they love.
The Collectibles operation team aims to deliver high-quality products together with a unique customer experience via TikTok. The team is responsible for building the daily category operation for the TikTok e-Commerce Collectibles (Trading Cards, Sports Memorabilia) Business.
This role requires a high-ownership, results-driven leader who can not only manage operations but actively drive business growth, create momentum, and unlock new opportunities.
The ideal candidate is a strong operator + people manager + growth driver — someone who is proactive, commercially sharp, and consistently pushes beyond targets to deliver tangible business outcomes. In a remote environment, this individual will build a high-performing team, remove blockers արագ, and continuously optimize for conversion and revenue impact.
Responsibilities
Remote Team Leadership & Morale Management
- Build and recruit a remote BD team of 10-15 executives, defining clear role expectations, hiring criteria, and onboarding protocols tailored to remote work.
- Establish a high-performance remote operating model to foster accountability, pace, and measurable output, including daily performance tracking and fast corrective actions.
- Mentor and coach team members on BD best practices, inbound lead conversion strategies, and platform setup workflows; provide 1:1 feedback to support professional growth.
- Foster a culture of transparency and teamwork in a remote setting, ensuring team members feel connected, supported, and aligned with organizational goals.
Disciplined Inbound Lead BD Process Management
- Design, implement, and enforce a standardized, repeatable BD process for inbound leads, covering outreach qualification → pitch customization → negotiation → client onboarding.
- Develop playbooks, scripts, and templates for each stage of the process to ensure consistency; update materials regularly based on market feedback and performance data.
- Oversee end-to-end lead management, ensuring leads are prioritized, assigned, and followed up on within defined SLAs to maximize conversion rates.
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Performance Tracking, Gap Identification & Optimization
- Establish a data-driven performance tracking for the remote team, defining core KPIs: inbound lead conversion rate, pitch-to-close ratio, onboarding cycle time, sellable sellers and viral products etc.
- Conduct regular performance reviews (weekly/monthly/quarterly) to identify gaps and root causes.
- Develop and execute targeted optimization solutions—such as process tweaks, skill-building workshops, or tool integrations—to address performance gaps and drive continuous improvement.
- Prepare detailed performance reports for leadership, highlighting target progress, team efficiency, and optimization initiatives.
Qualifications
Minimum Qualifications
- Experience of BD experience, with experience leading remote teams in a B2B environment
- Proven track record as a high achiever, consistently exceeding targets and driving measurable business growth
- Demonstrated ability to build, scale, and turn around teams, especially in fast-paced or ambiguous environments
- Strong experience in owning and optimizing end-to-end BD funnels, with clear impact on revenue
Preferred Qualifications
- Deep knowledge of TikTok Shop and the creator ecosystem
- Deep understanding of collectible industry
- High Ownership & Drive: Proactive, self-motivated, and persistent; takes initiative to solve problems and push through obstacles without waiting for direction
- Results-Oriented Mindset: Focused on outcomes over activities; consistently raises the bar and challenges the status quo to achieve more
- Commercial Acumen & Adaptability: Ability to assess different seller types and tailor strategies to maximize conversion and long-term value
- Data Literacy: Proficiency in using BD/CRM tools to track performance, analyze metrics, and make data-backed decisions
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About TikTok
TikTok is the leading destination for short-form mobile video. At TikTok, our mission is to inspire creativity and bring joy. TikTok's global headquarters are in Los Angeles and Singapore, and we also have offices in New York City, London, Dublin, Paris, Berlin, Dubai, Jakarta, Seoul, and Tokyo.
Why Join Us
Inspiring creativity is at the core of TikTok's mission. Our innovative product is built to help people authentically express themselves, discover and connect – and our global, diverse teams make that possible. Together, we create value for our communities, inspire creativity and bring joy - a mission we work towards every day. We strive to do great things with great people. We lead with curiosity, humility, and a desire to make impact in a rapidly growing tech company. Every challenge is an opportunity to learn and innovate as one team. We're resilient and embrace challenges as they come. By constantly iterating and fostering an "Always Day 1" mindset, we achieve meaningful breakthroughs for ourselves, our company, and our users. When we create and grow together, the possibilities are limitless. Join us.
Diversity & Inclusion
TikTok is committed to creating an inclusive space where employees are valued for their skills, experiences, and unique perspectives. Our platform connects people from across the globe and so does our workplace. At TikTok, our mission is to inspire creativity and bring joy. To achieve that goal, we are committed to celebrating our diverse voices and to creating an environment that reflects the many communities we reach. We are passionate about this and hope you are too.
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