Job Description

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 Collectibles 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 e-Commerce Collectibles (Trading Cards, Sports Memorabilia) 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 leadership, highlighting target progress, team efficiency, and optimization initiatives.