Fashion Key Account Manager - TikTok Shop

About TikTok Shop

TikTok Shop represents a novel e-commerce platform where brands and merchants can connect authentically with creators and communities by offering an engaging shopping experience directly within the app. It empowers merchants and brands to promote and sell products while maintaining a trusted and secure environment for buyers and sellers alike.

Role Overview

We are seeking a commercially astute and entrepreneurial Key Account Manager focused on acquiring and nurturing key fashion brands across Italy and the broader European Union on TikTok Shop. This senior individual contributor role carries a dual focus: initially winning major fashion brand accounts and subsequently driving sustained growth through ongoing partnership management and expansion across multiple EU markets.

Key Responsibilities

• Lead the acquisition pipeline for priority fashion brands in Italy and select EU countries by identifying, prospecting, pitching, and securing strategic partnerships that significantly contribute to category GMV.
• Manage end-to-end deal closures, including outreach, negotiation, onboarding, and activation in the first 90 days.
• Engage high-level stakeholders including C-suite executives, VPs, and directors to position TikTok Shop as a strategic channel for growth rather than a short-term experiment.
• Navigate and coordinate multi-market brand structures and decision-making across countries to ensure alignment and deal progression.
• Create customized acquisition strategies involving category analysis, opportunity sizing, competitive positioning, and joint business plan development.
• Collaborate cross-functionally with teams such as category management, campaigns, creator networks, operations, logistics, product, and policy to expedite sales activation and minimize delays.
• Ensure seamless partner activation during major commercial events like product launches and seasonal campaigns, driving substantial impact.
• Maintain ongoing responsibility for growth of signed partners, optimizing performance via data-driven insights related to content strategy, creator engagement, livestreaming, pricing, promotions, assortment, and operational efficiency.
• Identify and execute EU-wide expansion plans for partners, coordinating launches in new markets.
• Develop scalable growth playbooks for replication with other partners and categories in the EU.
• Provide actionable feedback on competitive market insights, product challenges, policy impediments, and emerging trends to influence category strategy and product development.

Required Qualifications

• At least 5 years professional experience in operations, account management, business development, or related fields.
• Demonstrated success in direct acquisition or strategic sales roles closing major enterprise-level partnerships.
• Experience engaging and negotiating with senior-level decision makers (C-suite, VP, Directors) across complex, multi-stakeholder organizations.
• Strong commercial intuition, including opportunity assessment, business case construction, negotiation, and data-driven outcome measurement.
• Familiarity or quick adaptability to social commerce, creator ecosystems, livestreaming, and short-video commerce models.
• Fluency in Italian to effectively collaborate with domestic stakeholders.
• Ability to excel in ambiguous, matrixed environments requiring proactive problem-solving and autonomous results delivery.

Preferred Qualifications

• Existing network within the European fashion industry (brands, retailers, distributors, marketplaces, agencies) to accelerate account acquisition.
• Thorough knowledge of the European fashion e-commerce landscape, including consumer behaviors, category dynamics, and digital commerce trends.
• Proven experience managing senior accounts across multiple European markets, collaborating with local and regional teams.
• Background in marketplaces, platforms, or social commerce with accountability for named accounts and revenue targets.
• Results-oriented mindset with eagerness to win, adaptability, collaborative approach, sound judgment, and structured thinking.

About TikTok

TikTok is a premier destination for short-form mobile videos, dedicated to inspiring creativity and delivering joy globally. Headquartered in Los Angeles and Singapore, TikTok operates offices worldwide including New York, London, Paris, Berlin, Dubai, Jakarta, Seoul, and Tokyo.

Why Work With Us

Our mission drives us to foster creativity and connection through an innovative product embraced by diverse global teams. We value curiosity, humility, resilience, and the ability to innovate through challenges. Together we drive impact and achieve meaningful breakthroughs, creating an inviting and limitless workspace.

Diversity & Inclusion

Committed to fostering an inclusive environment, TikTok values diverse perspectives and experiences. Our platform connects diverse communities worldwide, and we strive to reflect this in our workplace while promoting equal opportunity and celebrating differences.