TikTok Shop is transforming the e-commerce landscape through seamless content-commerce integration. As the Acquisition Team Lead, you will be responsible for building and executing the merchant acquisition strategy to ensure supply richness on the platform. This is a high-impact role focused on accelerating seller growth, unlocking high-value supply, and shaping TikTok Shop's competitive positioning in the Thai e-commerce market.

Responsibilities:

• Develop and Execute Acquisition Strategy: Own and drive TikTok Shop Thailand's merchant acquisition strategy, focusing on bringing in high-quality sellers that align with platform goals.

a. Lead Pool Identification: Identify and prioritize high-potential lead sources - with a sharp focus on sellers capable of generating high GMV and strong revenue take rates.

b. Seller Prioritization Framework: Develop a clear, data-driven prioritization model to guide acquisition focus across categories and seller types.

c. Seller Insights & Segmentation: Understand distinct pain points, motivations, and behaviors across key seller segments - SMEs, large e-commerce merchants, social sellers, retailers, corporate/local brands, and global brands.

• Tailored Acquisition Workflow Design: Craft scalable, segment-specific acquisition workflows that address seller pain points while accelerating time-to-onboarding. This includes but not limited to:

a. Designing and maintaining standard operating procedures (SOPs) that ensure consistency, efficiency, and alignment across acquisition touchpoints.

b. Recruiting and managing a team of contractors to support lead generation, outreach, and onboarding - ensuring agility and coverage across seller segments and regions.

c. Training BPO teams from external partners to execute acquisition workflows at scale, while maintaining quality and seller-centricity.

• Incentive Program Development: Design and optimize seller incentive programs that balance business objectives with budget constraints - while enhancing TikTok Shop's appeal over competing platforms.

• Cross-Functional Alignment & Collaboration: Collaborate closely with internal stakeholders - especially incubation teams, and category/cluster teams - to ensure strategic alignment, seamless onboarding, and effective seller handover for long-term success.

• Own KPIs of Supply Richness: Ensure a healthy and diverse seller ecosystem through KPIs such as:

a. Number of sellers onboarded b. % of onboarded sellers by target segment c. Number of assortments uploaded

Minimum

Qualifications:

• Bachelor's Degree or above

• 5+ years of experience in business development, sales, or growth roles - preferably within e-commerce, tech, or consumer platforms.

• 3+ years of experience in leading a small team.

• Fluent in Thai and English; Mandarin speaking is required to communicate with Chinese sellers

Preferred

Qualifications:

• Deep understanding of Thailand's digital commerce landscape and the local seller ecosystem across different segments.

• Analytical and data-driven; skilled in defining success metrics, interpreting data, and making informed decisions to guide strategy and operations.

• Demonstrated hands-on approach with a strong bias toward execution and experimentation; able to quickly test, learn, iterate, and scale based on real insights from the field.

• Strong communication and stakeholder management skills, with the ability to influence across functions and levels. Proven ability to lead and align with cross-functional teams - especially in operations, product, and analytics - to deliver cohesive and scalable solutions.