TikTok Shop Account Director

Account Director (TikTok Shop)

We're building the best creator marketing and TikTok Shop agency in the US.

We work with top brands doing $50M+ a year looking to drive profit with creator marketing and social commerce.

Join a proven, fast-growing team:

• Growing 50% year-over-year for 5 straight years
• Founded by the team that scaled Shipt from zero to $550M exit using creator marketing
• They know what works because they've done it at massive scale

This role is for serious marketers who want to learn the skills to become a future CMO or entrepreneur. You'll own big accounts, lead teams, and drive real revenue growth.

What You Must Deliver

Revenue: Manage a maximum of 6 top DTC TikTok Shop accounts while scaling them to $1M+ each in their first year and $3M-$5M+ by year 2.

Client Retention: Keep 95%+ of clients happy and renewing.

Team Management: Manage 5-8 people to hit every deadline and target

Growth: Turn TikTok Shop into a top 3 channel driving profit, content at scale, and a halo effect on Shopify and Amazon.

Key Ownership

You'll own:

• Building tailored TikTok Shop strategies for category leading brands across health & wellness, beauty, and food & bev.
• Managing a team of 5 managers across affiliate recruitment, community management, creative strategy, ads, and shop operations
• Monthly revenue targets
• Client communication
• P&L and margin health
• Budget planning and budget allocation
• Merchandising strategy
• Build & manage a campaign calendar
• Host creator webinar monthly by clients
• Monthly reporting and QBR's

Key Responsibilities

1. GMV Planning and Business Strategy

• Own the overall Shop GMV target and break it down by campaign, SKU, channel, creator type, content source, and ads contribution.
• Build short-term and mid-term GMV growth plans based on business goals, available budget, product readiness, creator resources, and content capacity.
• Identify growth levers across product, pricing, discount, content, creator, affiliate, ads, and shop operations.
• Define key business priorities for each campaign cycle or weekly sprint.
• Ensure that the team is not only producing content and running campaigns, but actually driving measurable GMV impact.
• Continuously evaluate whether the current strategy is sufficient to hit GMV targets.
• Make business decisions when trade-offs are needed between growth, margin, budget, inventory, content capacity, and ads efficiency.

2. P&L, Budget, and Margin Management

• Own P&L planning and ensure that growth strategies are financially sustainable.
• Set budget limits for creator spending, incentive programs, sample programs, and ads spending.
• Work with the Media Buyer to align ad spend pacing with GMV goals, ROAS targets, and margin requirements.
• Work with the Content Strategist to ensure that content plans are realistic under budget constraints.
• Monitor the relationship between discount depth, conversion rate, gross margin, ROAS, and final profitability.
• Identify when a campaign is over-spending, under-performing, or creating margin pressure.
• Adjust budget allocation based on real-time performance and business priorities.

3. Product Plan, Hero SKU, and Discount Strategy

• Design the overall product plan and decide which SKUs should be prioritized for each campaign or growth cycle.
• Define hero SKUs based on product competitiveness, inventory availability, margin, creator fit, content potential, and ad scalability.
• Work with the Shop Ops Manager to monitor inventory readiness and operational risks.
• Design discount strategies that balance conversion lift and margin protection.
• Ensure that hero SKUs receive enough visibility across PDP, content, creator brief, affiliate plan, community promotion, and ads boost.
• Review SKU-level performance and adjust focus based on sales velocity, conversion, inventory, and ads efficiency.

4. Campaign Strategy and Execution Management

• Own the campaign calendar and define major campaign themes, timing, product focus, discount structure, and GMV goals.
• Align the team on campaign objectives, target audience, content direction, creator types, and execution timeline.
• Work with the Content Strategist to determine how much content is needed before, during, and after each campaign.
• Ensure that campaign execution includes all key modules: product readiness, PDP readiness, inventory readiness, creator content, community promotion, affiliate activation, sample delivery, ads boost, and CRM support.
• Track the progress of all campaign modules and identify blockers early.
• Lead campaign review meetings and drive post-campaign optimization.

5. Cross-Functional Team Alignment

• Coordinate all major functions involved in Shop growth, including content, paid creators, community, affiliate, shop operations, and media buying.
• Set clear priorities for each team member based on business impact.
• Ensure that the Content Strategist understands the GMV target, P&L constraints, and content volume requirements.
• Ensure that the Media Buyer understands the budget, expected ROAS, and content constraints.
• Ensure that the Shop Ops Manager provides timely feedback on inventory, PDP, CRM, hero SKU exposure, and GMV Max performance.
• Hold teams accountable for deliverables, timelines, and business impact.
• Resolve cross-functional conflicts when priorities or ownership are unclear.

6. Performance Tracking and Business Review

• Track daily and weekly GMV performance against plan.
• Review budget usage, ROAS, ROI, gross margin, content output, content gaps, creator performance, SKU performance, and campaign results.
• Identify the main drivers behind business performance, including product, discount, traffic, content quality, creator quality, conversion, inventory, or ads efficiency.
• Lead weekly business reviews with clear insights, decisions, and next steps.
• Turn performance data into action items for Content Strategist, Media Buyer, Shop Ops Manager, Paid Creator Manager, Community Manager, and Affiliate Coordinator.
• Build a continuous optimization loop from business results back into the next campaign or sprint plan.

Core KPIs

• Total Shop GMV
• GMV achievement rate vs. target
• Campaign GMV
• P&L health
• Gross margin
• Budget utilization
• ROI / ROAS
• Campaign execution completion rate
• Speed of issue resolution
• Quality of business review and optimization actions

What you Need:

• Strong experience in e-commerce, social commerce, creator commerce, performance marketing, marketplace growth, or brand growth.
• Proven ability to own GMV, revenue, P&L, or commercial growth targets.
• Strong understanding of product strategy, pricing, discounting, conversion, traffic, and margin.
• Ability to translate business goals into operational plans and cross-functional tasks.
• Strong analytical skills with the ability to interpret GMV, ROAS, ROI, CTR, CVR, margin, inventory, and SKU performance.
• Strong project management skills and ability to coordinate multiple teams at the same time.
• Strong communication skills and ability to drive accountability across functions.
• Comfortable working in a fast-paced, performance-driven environment.
• Ability to make decisions with incomplete information and adjust quickly based on performance.

Nice to Have Experience:

• Experience with TikTok Shop, Amazon, Shopify, marketplace platforms, affiliate commerce, or creator-driven e-commerce.
• Experience working with creators, affiliates, paid media teams, and shop operations teams.
• Experience managing campaign calendars and large promotional events.
• Experience with GMV Max, ads boost, affiliate tools, seller center, CRM tools, or performance dashboards.
• Experience in beauty, fashion, lifestyle, consumer electronics, home, health, or fast-moving consumer products.

First 90 Days Success Expectations

First 30 Days

• Understand the current Shop GMV baseline, P&L structure, product mix, hero SKUs, content pipeline, ad performance, and operational issues.
• Audit existing campaign process, creator process, content planning process, and shop operations process.
• Identify top GMV growth opportunities and key blockers.

First 60 Days

• Build a structured GMV plan, campaign calendar, budget plan, and content demand plan with the Content Strategist.
• Establish weekly business review rhythm and cross-functional tracker.
• Improve visibility into SKU performance, budget usage, content gaps, and ads efficiency.

First 90 Days

• Deliver measurable improvement in GMV execution, campaign readiness, content planning accuracy, budget efficiency, and cross-functional accountability.
• Build a repeatable operating system for campaign planning, execution, review, and optimization.

Why This Matters

You're not just managing accounts. You're executing the playbook for the future of online shopping.