TikTok Shop -Collectible Team Lead - Seller Onboarding & Activation

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

1. 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.

1. 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.

1. 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.

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