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

Job Information

【For Pay Transparency】 Italy Compensation Description (Annual) - TikTok

The initial gross annual salary for this position in the selected city is EUR 33600, paid pursuant to and inclusive of any relevant provisions of law and the National Collective Labour Agreement for employees of the Commercial Sector negotiated by Confcommercio.

Compensation may vary depending on a number of factors, including a candidate’s qualifications, skills, competencies and experience, and location. Base pay is one part of the Total Package that is provided to compensate and recognize employees for their work, and this role may be eligible for additional discretionary bonuses/incentives, and restricted stock units.

In line with our company philosophy and commitment to equal treatment, our Total Rewards package is designed to ensure fairness, transparency, and employee wellbeing. The benefits offered are competitive within the local market, aligned with statutory requirements and best practices, and may vary depending on the nature of employment. Learn more about our benefits at https://lifeattiktok.com/culture.

These benefits are extended to all employees in a fair and transparent manner, in accordance with legal and regulatory requirements. The Company reserves the right to modify or change these benefit programmes at any time, with or without notice.

About TikTok

TikTok is the leading destination for short-form mobile video. At TikTok, our mission is to inspire creativity and bring joy. TikTok's global headquarters are in Los Angeles and Singapore, and we also have offices in New York City, London, Dublin, Paris, Berlin, Dubai, Jakarta, Seoul, and Tokyo.

Why Join Us

Inspiring creativity is at the core of TikTok's mission. Our innovative product is built to help people authentically express themselves, discover and connect – and our global, diverse teams make that possible. Together, we create value for our communities, inspire creativity and bring joy - a mission we work towards every day.

We strive to do great things with great people. We lead with curiosity, humility, and a desire to make impact in a rapidly growing tech company. Every challenge is an opportunity to learn and innovate as one team. We're resilient and embrace challenges as they come. By constantly iterating and fostering an "Always Day 1" mindset, we achieve meaningful breakthroughs for ourselves, our company, and our users. When we create and grow together, the possibilities are limitless. Join us.

Diversity & Inclusion

TikTok is committed to creating an inclusive space where employees are valued for their skills, experiences, and unique perspectives. Our platform connects people from across the globe and so does our workplace. At TikTok, our mission is to inspire creativity and bring joy. To achieve that goal, we are committed to celebrating our diverse voices and to creating an environment that reflects the many communities we reach. We are passionate about this and hope you are too.