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TikTok

Key Account Management Graduate (TikTok Shop Operations) - 2027 Start

Milan, ItalyOperationsPosted Sep 23, 2026

Apply on company site View full job

Responsibilities

TikTok Shop's Category Management team shapes how exciting consumer goods are discovered, launched, and scaled across Europe. From day one, you will turn customer and market insights into category growth strategy, work directly with sellers and brands, and help bring products and campaigns to millions of shoppers through content-driven commerce.

Responsibilities
We are hiring an entrepreneurial, commercially driven Key Account Manager to win and grow the most important fashion brands on TikTok Shop in Italy 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 VP 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, passionate in a pipeline review, and comfortable navigating complex brand organizations that span multiple markets and nationalities.

We are looking for talented individuals to join our team. As a graduate, you will get opportunities to pursue bold ideas, tackle complex challenges, and unlock limitless growth.
Successful candidates must be able to commit to an onboarding date by the end of the year. Please state your availability and graduation date clearly in your resume.
Candidates can apply to a maximum of two positions and will be considered for jobs in the order you apply. The application limit is applicable to our Company and its affiliates' jobs globally. Applications will be reviewed on a rolling basis - we encourage you to apply early.

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, VP, and Director-level 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, competitive 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 - competitive 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.
- Lead partner participation in major commercial moments on an ongoing basis - campaigns, product launches, seasonal opportunities - ensuring strategic partners activate with full impact across EU markets.

Qualifications

Minimum Qualifications:
- Individuals will complete or have recently completed a degree in Business management, Business development, Marketing, Account management, Finance or a similar field
- First experience in a direct acquisition, business development, or strategic sales role
- Experience engaging senior stakeholders
- Strong commercial acumen - you can size an opportunity, build a business case, negotiate terms, and drive measurable outcomes using data.
- Understanding of social commerce, content-led commerce, creator ecosystems, livestreaming, and short-video formats - or demonstrated ability to get up to speed fast in a new digital commerce model.
- Native Italian is required to facilitate collaboration with Italian stakeholders
- Ability to thrive in ambiguity, matrixed environment where you are expected to figure things out and drive results without a playbook handed to you.

Preferred Qualifications:
- Existing network in the European fashion industry - brands, retailers, distributors, marketplace merchants, or agency relationships that can accelerate acquisition.
- Deep knowledge of the European fashion e-commerce landscape - consumer trends, category dynamics, digital commerce evolution, competitive positioning.
- Experience owning senior account relationships across multiple European markets, including working with both local market teams and EU/regional HQ stakeholders.
- Prior experience in marketplace, platform, or social commerce roles where you carried a number and closed named-account deals.
- Eager to win, growth-driven, commercially minded, and results-oriented. Collaborative, open to change, fast learner with sound judgment and structured thinking.

By submitting an application for this role, you accept and agree to our global applicant privacy policy, which may be accessed here: https://careers.tiktok.com/legal/privacy

Responsibilities

Qualifications

Qualifications

Minimum Qualifications:
- Individuals will complete or have recently completed a degree in Business management, Business development, Marketing, Account management, Finance or a similar field
- First experience in a direct acquisition, business development, or strategic sales role
- Experience engaging senior stakeholders
- Strong commercial acumen - you can size an opportunity, build a business case, negotiate terms, and drive measurable outcomes using data.
- Understanding of social commerce, content-led commerce, creator ecosystems, livestreaming, and short-video formats - or demonstrated ability to get up to speed fast in a new digital commerce model.
- Native Italian is required to facilitate collaboration with Italian stakeholders
- Ability to thrive in ambiguity, matrixed environment where you are expected to figure things out and drive results without a playbook handed to you.

Preferred Qualifications:
- Existing network in the European fashion industry - brands, retailers, distributors, marketplace merchants, or agency relationships that can accelerate acquisition.
- Deep knowledge of the European fashion e-commerce landscape - consumer trends, category dynamics, digital commerce evolution, competitive positioning.
- Experience owning senior account relationships across multiple European markets, including working with both local market teams and EU/regional HQ stakeholders.
- Prior experience in marketplace, platform, or social commerce roles where you carried a number and closed named-account deals.
- Eager to win, growth-driven, commercially minded, and results-oriented. Collaborative, open to change, fast learner with sound judgment and structured thinking.

By submitting an application for this role, you accept and agree to our global applicant privacy policy, which may be accessed here: https://careers.tiktok.com/legal/privacy

About TikTok

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

Size: 5,001 - 10,000 employees
Industry: Entertainment & Gaming

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