TikTok Shop - Fashion 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 Fashion 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 eCommerce Fashion 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.
2. 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.
3. 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 senior leadership, highlighting target progress, team efficiency, and optimization initiatives.

Minimum Qualifications
- 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 fashion 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