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Responsibilities

TikTok's Global Business Solutions (GBS) regional sales and advertising teams drive revenue growth by promoting our advertising solutions, onboarding clients, and running campaigns that deliver measurable results.

Client needs, market trends, and performance expectations shift constantly, and differently in every market. We build strategy accordingly, turning those moving pieces into advertising solutions that work and client partnerships that last.

You will help businesses grow on a global platform, working on the campaigns and relationships that turn advertisers into long-term partners.

This is a highly commercial role focused on merchant acquisition, activation and incubation. You will identify high-potential businesses, bring them into the TikTok Shop ecosystem and help them build the foundations required to successfully scale.

You will own the early stages of the merchant journey - from prospecting and qualification through onboarding, first activation, advertising adoption and initial GMV growth - before successfully graduating merchants into our Account Management organisation for longer-term growth.

You will work directly with founders, ecommerce leaders and commercial decision makers, helping them understand the opportunity TikTok Shop can create for their business and turning that opportunity into measurable results.
This is not a traditional account management role. You will operate like a commercial builder, combining business development, ecommerce expertise and data-driven execution to identify the merchants that can succeed on TikTok Shop and accelerate their path to growth.

Responsibilities:
Build the Market - Identify, prospect and engage high-potential merchants that can grow within the TikTok Shop ecosystem. Develop a strong understanding of priority categories, merchant segments and market opportunities and translate these into focused acquisition strategies.

Own Merchant Activation - Own the merchant journey from initial engagement through onboarding and successful activation. Create clear activation plans, remove barriers and ensure merchants have the right commercial, operational and advertising foundations to begin scaling their business on TikTok Shop.
Accelerate Merchant Growth - Incubate newly activated merchants through their earliest stages of growth.
Use data to identify opportunities and help merchants improve content, advertising adoption, conversion and GMV performance.
Drive Graduation - Build merchants towards clearly defined growth milestones and successfully graduate high-potential businesses into our Account Management organisation.
Ensure merchants transition with a clear growth strategy, strong operating foundations and identified opportunities for continued expansion.
Unlock the Commerce Opportunity - Help merchants understand how content, commerce and advertising work together on TikTok. Drive adoption of solutions including Shop Ads and GMV Max where appropriate, helping businesses increase discovery, traffic, conversion and GMV.
Assume Ownership - Own activation and graduation outcomes across your merchant portfolio.Maintain a strong pipeline, prioritise the highest-potential opportunities and use data to continuously improve conversion across the acquisition and incubation funnel.
Think Like an Entrepreneur - Operate with pace, curiosity and a builder mindset. Experiment with new acquisition channels, merchant propositions and engagement strategies, identify what works and turn successful approaches into repeatable playbooks.
Build for Scale - Identify patterns across merchant acquisition and onboarding and develop scalable programmes that improve activation quality and speed. Share learnings across markets and contribute to the evolution of TikTok Shop's Growth strategy.
Make Your Own Discoveries - Develop deep expertise across TikTok Shop, Shop Ads, merchant tools and the wider ecommerce ecosystem. Stay close to market trends, category dynamics and competitor activity and use these insights to identify new merchant and growth opportunities.
Collaboration Creates Value - Partner closely with Account Management, TikTok Shop, Product, Marketing, Operations, Sales Operations and Enablement. Ensure a seamless merchant journey from acquisition through incubation and graduation and bring merchant feedback back into our wider commercial and product strategy.
Embrace Change as an Opportunity - Operate effectively in a rapidly evolving business. Adapt quickly as TikTok Shop, our products and our operating model develop, turning ambiguity into clear action for merchants and internal teams.

Qualifications

Minimum Qualifications
- Experience in business development, sales, ecommerce, digital advertising, client partnerships or a commercially focused account management role.
- Proven ability to acquire, develop or grow customers while delivering against measurable commercial targets.
- Strong commercial judgement and the ability to identify businesses with significant growth potential.
- Experience building relationships with customers and influencing commercial decision makers.
- Strong analytical skills and the ability to use data to prioritise opportunities, diagnose performance and recommend actions.
- Entrepreneurial and proactive mindset, with the ability to independently move opportunities from idea through execution.
- Strong communication and consultative selling skills.
- Ability to manage a pipeline and multiple merchant engagements simultaneously in a fast-paced environment.
- Ability to collaborate effectively across Sales, Account Management, Product, Marketing, Operations and other cross-functional teams.
- Ability to thrive in an evolving environment where processes and products are continually developing.
- High oral and written fluency in Spanish is preferred and in English is required, as the role involves direct client communication across the Spanish market served by the business

Preferred Qualifications
- Experience within ecommerce, social commerce, marketplaces, retail media or performance advertising.
- Experience in new business acquisition, merchant acquisition, business development or customer activation.
- Strong understanding of ecommerce economics and the key drivers of merchant success, including traffic, conversion, advertising and GMV.
- Experience onboarding or incubating businesses onto a new marketplace, platform or technology solution.
- Experience driving adoption of digital advertising or ecommerce products.
- Demonstrated success managing a commercial funnel from prospecting through activation and growth.
- Experience developing repeatable acquisition strategies, sales playbooks or merchant programmes.
- Strong understanding of local ecommerce ecosystems and merchant dynamics.
- A demonstrated builder mindset and track record of succeeding in fast-growth or early-stage business environments.

Responsibilities

Qualifications

Qualifications

Minimum Qualifications
- Experience in business development, sales, ecommerce, digital advertising, client partnerships or a commercially focused account management role.
- Proven ability to acquire, develop or grow customers while delivering against measurable commercial targets.
- Strong commercial judgement and the ability to identify businesses with significant growth potential.
- Experience building relationships with customers and influencing commercial decision makers.
- Strong analytical skills and the ability to use data to prioritise opportunities, diagnose performance and recommend actions.
- Entrepreneurial and proactive mindset, with the ability to independently move opportunities from idea through execution.
- Strong communication and consultative selling skills.
- Ability to manage a pipeline and multiple merchant engagements simultaneously in a fast-paced environment.
- Ability to collaborate effectively across Sales, Account Management, Product, Marketing, Operations and other cross-functional teams.
- Ability to thrive in an evolving environment where processes and products are continually developing.
- High oral and written fluency in Spanish is preferred and in English is required, as the role involves direct client communication across the Spanish market served by the business

Preferred Qualifications
- Experience within ecommerce, social commerce, marketplaces, retail media or performance advertising.
- Experience in new business acquisition, merchant acquisition, business development or customer activation.
- Strong understanding of ecommerce economics and the key drivers of merchant success, including traffic, conversion, advertising and GMV.
- Experience onboarding or incubating businesses onto a new marketplace, platform or technology solution.
- Experience driving adoption of digital advertising or ecommerce products.
- Demonstrated success managing a commercial funnel from prospecting through activation and growth.
- Experience developing repeatable acquisition strategies, sales playbooks or merchant programmes.
- Strong understanding of local ecommerce ecosystems and merchant dynamics.
- A demonstrated builder mindset and track record of succeeding in fast-growth or early-stage business environments.

About TikTok

TikTok is the leading destination for short-form mobile video and our mission is to inspire creativity and bring joy.

Size: 10,000+ employees
Industry: Technology: Consumer Internet

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