TikTok Shop - Fashion Key Account Manager

Responsibilities

About TikTok Shop
The authenticity of TikTok has created a new way for brands and merchants to meaningfully connect with creators and the community. Through an innovative E-Commerce platform that helps shoppers discover and purchase products within the app, TikTok Shop enhances promotion and sales for merchants and brands with an entertaining user experience. We are committed to supporting merchants and creators through our safe and trusted shopping platform.

We are hiring an entrepreneurial, commercially driven Key Account Manager to win and grow the most important fashion brands on TikTok Shop in Germany and across the EU.

This is an individual contributor role with a clear dual mandate: the primary focus is acquiring major accounts - signing category-defining fashion brands, large established sellers, and strategic merchants that are not yet on TikTok Shop or are under-scaled. A substantial part of the role is dedicated to incubation and long-term growth - owning these accounts on an ongoing basis, driving sustained growth, and scaling successful partners into additional EU markets.

You will operate as a senior commercial owner: opening doors at C-suite and senior level, closing partnerships end-to-end, and then continuing to drive those accounts to scale through content, creator, and campaign activation. You must be credible in a boardroom, eager in a pipeline review, and comfortable navigating complex brand organisations that span multiple markets and nationalities.

Role & Responsibilities
Major Account Acquisition:
- Own the acquisition pipeline for priority fashion brands in DE and selected EU markets - identify, prospect, pitch, and sign strategic accounts that move category GMV. This is a direct sales mandate, not a wait-for-inbound role.
- Lead end-to-end commercial closings - from first outreach through term sheet, onboarding, and first 90 days of activation. You carry the number; you carry the deal.
- Engage C-suite, senior stakeholders at target brands - Heads of E-Commerce, Digital Directors, Country GMs, DTC leads - and position TikTok Shop as a strategic, must-win channel, not a tactical experiment.
- Navigate complex, multi-market brand organisations - align local market teams, EU HQ, regional commercial leads, and category directors around a single partnership vision. Many of these brands have decision-making split across countries; you must map and unblock that.
- Develop and execute tailored acquisition pitches - category analysis, opportunity sizing, positioning, joint business plans, and commercial terms that are compelling to senior decision-makers.
- Partner cross-functionally with category, campaigns, creator, operations, logistics, product, and policy teams to remove friction and accelerate time-to-first-sale for newly signed accounts.
- Drive participation in major commercial moments - product launches, seasonal campaigns, tent-pole shopping events - ensuring newly acquired accounts activate with impact, not with a trickle.
Incubation & Long-Term Growth:
- Own ongoing account growth for acquired partners - this is not a handoff role. You sign the account, you keep it, and you are accountable for its sustained GMV growth, seller health, and strategic progression on TikTok Shop.
- Drive continuous performance improvement through data-driven recommendations: content strategy, creator collaboration, livestream and short-video activation, pricing, promotions, assortment expansion, and operational readiness.
- Lead intra-EU scaling - identify partners ready to expand beyond their initial market, build the cross-market rollout plan, and coordinate with local teams to launch and scale in additional EU countries.
- Build repeatable growth playbooks - what works for a DE Fashion partner should be packaged so the EU KA team can deploy it across other categories and countries. You are expected to contribute IP, not just run your own book.
- Surface structural insights - gaps, product friction, policy barriers, category trends - and feed them back into category strategy, product, and leadership so the next acquisition and growth cycle is easier than the last.