TikTok Shop Key Accounts Manager

Employment Type: Full-Time, Senior Level
Salary: $5000
Location: Remote
Reports To: Director of Client Services
Direct Reports: 2–4 TikTok Shop Managers
Required Availability: Monday–Friday, 8:00 AM–2:00 PM PST overlap

About the Role

We are looking for a senior TikTok Shop leader to own a portfolio of established client accounts.

This is not a day-to-day TikTok Shop Manager position. You will not spend most of your time setting up shipping templates, updating listings, or auditing campaign assets. TikTok Shop Managers will handle execution.

You will own the bigger picture: client relationships, account strategy, portfolio growth, retention, commercial performance, and team leadership.

You should be comfortable challenging campaign decisions in Seller Center, guiding clients through GMV and profitability performance, leading QBRs with founders and executives, and managing the Shop Managers responsible for daily delivery.

Success in this role requires an equal combination of:

Deep TikTok Shop expertise
Strong client and commercial judgment
Proven people-management ability

What You'll Own

Client and Account Leadership

Serve as the primary strategic contact for 4–6 TikTok Shop clients
Lead weekly or biweekly calls, monthly reviews, and executive-level QBRs
Build account plans covering growth targets, profitability, risks, and key initiatives
Manage escalations, difficult client conversations, renewals, and scope changes
Identify and lead upsell opportunities across advertising, creator programs, additional shops, and service tiers

TikTok Shop Strategy

Build 30/60/90-day plans for new accounts
Translate client goals into measurable TikTok Shop strategies
Guide decisions involving GMV Max, Search Ads, affiliate commissions, promotions, catalog strategy, and fulfillment
Evaluate FBT, seller-fulfilled, and 3PL options based on cost and operational needs
Review major budget, promotion, commission, and growth decisions before execution
Identify opportunities for premium seller programs and expansion into additional markets

Team Management and Quality Control

Directly manage and coach 2–4 TikTok Shop Managers
Review account performance, listing quality, customer service SLAs, affiliate health, and campaign execution
Run weekly team standups and individual 1:1s
Balance workloads and flag capacity or performance risks early
Contribute to performance reviews and hiring decisions

Reporting and Commercial Performance

Own monthly performance reports and QBR presentations
Turn Seller Center data into clear commercial recommendations
Analyze GMV, orders, ROAS, affiliate ROI, net revenue, fees, and profitability
Identify which SKUs and creators to scale, where margins are leaking, and which activities should be reduced
Forecast portfolio revenue and flag retention risks at least 60 days in advance

Escalation and Crisis Management

Lead responses to Shop Health violations, late-dispatch spikes, fulfillment failures, and policy incidents
Create clear resolution plans and keep clients informed
Run post-mortems and document root causes
Proactively communicate important platform, policy, fee, and advertising changes

Key Performance Indicators

You will be accountable for:

Net Revenue Retention of 110%+
Quarterly client retention of 90%+
Assigned portfolio GMV growth targets
Quarterly upsell and expansion revenue
Client NPS of 40+ or CSAT of 4.5/5
100% on-time monthly reports and QBRs
No Shop Health violation unresolved for more than seven days
Client responses within four business hours
Major incidents resolved—or supported by a clear action plan—within 48 hours
Direct reports consistently meeting their KPIs

What We're Looking For

Required Experience

4–6+ years in e-commerce account management, marketplace operations, or agency client services
At least two years of hands-on TikTok Shop Seller Center experience
Experience managing multiple clients in an agency or services environment
At least one year of people-management experience with two or more direct reports
A proven record of owning client retention, expansion revenue, GMV, or portfolio performance

TikTok Shop Expertise

You should have practical experience with:

Seller Center, Shop Health, ACE Powered Insights, promotions, orders, and policies
GMV Max campaigns and TikTok Search Ads
TikTok Shop affiliate and creator programs
Commission structures, collaboration plans, and creator performance
FBT operations, costs, inbound shipping, and warehouse processes
Shopify catalog and inventory integration
TikTok Shop fees, refunds, commissions, and P&L analysis

Leadership and Client Skills

Confidence leading founder- and executive-level conversations
Strong QBR, reporting, presentation, and written communication skills
Commercial judgment around renewals, upsells, pricing, and scope management
Ability to coach team members and hold them accountable
Calm, structured decision-making during escalations
Strong organization across multiple accounts and direct reports

Nice to Have

Experience at a TikTok Shop agency
Experience expanding brands into the UK, Southeast Asia, or other TikTok Shop markets
Multi-channel experience across TikTok Shop, Amazon, and Shopify
Broader creator-economy or influencer-marketing experience

Why Join Us?

You will have real ownership—not just a list of operational tasks. You will shape client strategy, lead a team, influence portfolio growth, and work directly with founders and senior leadership.

If you understand TikTok Shop deeply but want to move beyond day-to-day execution into strategic account leadership, this role offers that next step.

13 openings across locations