Key Account Management Graduate ( Shop Operations

Key Account Management Graduate (Tik Tok Shop Operations) - 2027 Start

Location:

Madrid

Employment Type:

Regular

Job Code:

A174148

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Tik Tok 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.

We are hiring an entrepreneurial, commercially driven Key Account Manager to win and grow the most important fashion brands on Tik Tok Shop in Spain 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 Tik Tok 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, eager 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 end of year.

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 Tik Tok Shop as a strategic, must-win channel, not a tactical experiment.

- Navigate complex, multi-market brand organizations — 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 Tik Tok Shop.

- Drive continuous performance improvement through data-driven recommendations: content strategy, creator collaboration, livestream and short-video activation, pricing,…