TikTok Shop - Team Lead - Seller Onboarding & Activation

The Business Development Team acquires and manages sellers in Germany. We are seeking a high-performance-driven and execution-focused Business Development Leader to build, lead, and scale a fast-paced, output-oriented remote business development team. The core mandate is to drive disciplined, process-oriented seller acquisition using inbound leads, from initial outreach to onboarding and activation, while ensuring seamless platform setup for sellers. This is a hands-on leadership role with full accountability for ambitious growth targets, strict performance management, and rapid operational scaling. The role requires exceptional remote team leadership skills to maintain team morale, sustain business momentum, identify performance gaps, and implement data-backed optimization solutions. The ideal candidate will blend strategic thinking, operational rigor, and people management expertise to deliver consistent revenue growth in a distributed work environment.

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.

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.

Performance Tracking, Gap Identification & Optimization

• Establish a data-driven performance tracking framework for the remote team, defining core KPIs such as inbound lead conversion rate, pitch-to-close ratio, onboarding cycle time, sellable sellers, and viral products.
• 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.

Qualifications

Minimum Qualifications

• 5 years of BD experience, with 2+ years of remote team leadership experience in a B2B environment and a Bachelor degree.
• Fluency in German due to collaboration with German stakeholders.
• Track record of building and scaling remote BD teams, driving consistent revenue growth from inbound leads.
• Deep expertise in designing and optimizing end-to-end BD processes, with a focus on repeatability and scalability.

Skills

• Process-Oriented Mindset: Strong analytical skills to design structured BD workflows and identify bottlenecks; attention to detail to enforce compliance with SLAs and playbooks.
• Client-Centric Focus: Empathy and communication skills to understand client needs, tailor pitches, and ensure successful platform adoption.
• Communication & Collaboration: Excellent verbal and written communication skills; ability to collaborate effectively with cross-functional teams in a remote work environment.

Preferred Qualifications

• Deep knowledge of TikTok Shop and the creator ecosystem.
• Data Literacy: Proficiency in using BD/CRM tools to track performance, analyze metrics, and make data-backed decisions.
• Bachelor degree or above in Business Administration, Marketing, or a related field.
• Remote Leadership: Ability to motivate, engage, and hold a distributed team accountable; proven strategies for maintaining team morale and productivity in a remote setting.

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.