TikTok Shop - Team Lead - Seller Onboarding & Activation

The Business Development Team acquires and manages sellers in Germany. The goal is guiding new merchants through the process of joining an our ecommerce platform and ensuring they are fully operational and engaged to start generating value and revenue.
Currently, 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. 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 senior leadership, highlighting target progress, team efficiency, and optimization initiatives.

Minimum Qualifications - 5+ years of Business Development (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.

Standort

TikTok, Düsseldorf