Merchant Acquisition & Strategy Manager

About the role

The Merchant Acquisition Incubation team drives the growth journey for high‑potential sellers on TikTok Shop across Europe. As a Merchant Acquisition & Strategy Manager you will design and execute outreach programs, optimise acquisition funnels and empower merchants to scale their businesses.

Key responsibilities

• Own end‑to‑end merchant acquisition and growth of newly registered, sellable merchants.
• Expand and optimise acquisition channels such as paid ads, CRM, agencies and events to improve scale and efficiency.
• Build merchant segmentation (e.g., high‑potential) and design differentiated onboarding strategies, including commission incentives and ad credits.
• Optimise the conversion funnel from registration through onboarding to activation to drive early‑stage GMV.
• Develop localized acquisition strategies across EU markets, balancing scale and ROI.

Required profile

• 5+ years experience in e‑commerce or marketplace platforms.
• Proven track record in merchant acquisition, seller onboarding, merchant operations, growth or business development.
• Strong understanding of the European merchant ecosystem (brands, SMEs, distributors, service providers).
• Analytical and strategic thinking with ability to design growth models (CAC, LTV, funnel conversion).
• Structured, original thinking, resilience and ability to thrive in ambiguous environments.

Required skills

What we offer

• Opportunity to shape the growth of TikTok Shop in a fast‑moving e‑commerce environment.
• Collaborative, diverse global team focused on creativity, impact and continuous learning.
• Access to TikTok’s extensive resources and brand reach across multiple markets.