Senior Account Manager, TikTok Shop (Fully Remote)
About Spotlight Media
Spotlight Media is a leading TikTok Shop Partner agency, scaling some of the most recognizable brands in the new age of social commerce. Unlike traditional agencies, we don’t believe in cookie-cutter playbooks - every strategy we craft is custom-built to unlock our clients’ full potential on TikTok Shop. As a TikTok Shop–only agency, our entire focus, from the initiatives we pursue to the talent we hire, is singularly dedicated to driving growth on the platform. We’ve guided brands through the full funnel - from launch to scaling into the millions in GMV and we’re just getting started.
We believe the future of e-commerce is social. That’s why we’re building a team of high-agency individuals who thrive on ownership, autonomy, and speed. Spotlight is not just a place to execute campaigns - it’s a blank canvas where ambitious people can pioneer new initiatives, scale new business verticals, and design the next wave of commerce. Our culture is high-performing, entrepreneurial, and unapologetically ambitious. We’ve partnered with our own employees on new ventures, and we’re proud of our ethos of taking bold bets and doing the kind of work others only talk about.
Join us, and you’ll have the trust, resources, and runway to redefine what’s possible for the world’s leading brands.
Role Overview
Spotlight Media is looking for a Senior Account Manager to serve as the quarterback for our flagship TikTok Shop clients. This is a high-impact, client-facing role where you’ll lead strategy, own P&L levers, and drive execution across multiple moving parts of the business. You won’t just manage “day-to-day tasks” - you’ll be accountable for client growth, shop health, and overall success.
As a Senior Account Manager, you’ll manage a pod of Account Managers and a Creator Managers, giving you direct leadership experience while building scalable systems and playbooks. This is the perfect opportunity for someone who thrives in ambiguity, loves taking ownership, and wants to pioneer the future of social commerce with some of the biggest brands in the world.
Location Requirement: This will be a remote position with the possibility of hybrid if preferred. Spotlight Media has hubs in Los Angeles & New York City.
What You’ll Own
Client Strategy & Growth
Lead full-funnel TikTok Shop growth strategies: assortment, pricing, promotions, content, live events, and creator/affiliate programming.
Set quarterly GMV, ROI, and margin goals - and deliver them.
Conduct regular WBRs and QBRs, translating complex performance into actionable insights for executives.
Identify opportunities for expansion, upsells, and scope evolution.
Affiliate & Creator Relationships
Build and operationalize affiliate/creator programs, including commission structures, contracts, and KPIs.
Align creators with client goals, promotional calendars, and content strategies.
Lead live shopping events end-to-end: scripting, host selection, pin strategies, and post-event analysis.
Partner with creative teams to optimize content for conversion.
Paid Media & Measurement
Align shop inventory, attribution, and catalog with ad campaigns (Spark Ads, Shopping Ads, etc.).
Build and interpret dashboards, analyze funnel drop-offs, and test hypotheses.
Translate raw data into client-facing narratives and recommendations.
Cross-Functional Leadership
Serve as the internal glue, coordinating between client, brand, TikTok
Escalate issues, remove roadblocks, and ensure alignment.
Mentor junior team members, build scalable playbooks, and raise the bar for execution.
What You Bring
3–6+ years’ experience in e-commerce marketplaces, digital commerce operations, or social commerce.
Hands-on operator experience in TikTok Shop (Seller Center, creator marketplace, live commerce, or shop ads).
Proven track record of owning revenue/growth targets (GMV, AOV, margins).
Analytical depth - you’re comfortable in Excel/Sheets and can work with dashboards and reporting tools.
Exceptional client communication, executive storytelling, and negotiation skills.
Comfortable in ambiguity - you can chart a path forward with little precedent.
Experience leading or mentoring junior team members.
You must have at least one year of experience managing TikTok Shop end-to-end.
Success Metrics
Client GMV and margin growth on a quarterly basis.
Client satisfaction, retention, and renewal.
Mentorship of junior team members
Quality and speed of execution, including documentation and playbook improvements.
Why You’ll Love Working with Us
High autonomy: you’ll be trusted to own your domain - no micromanagement.
Direct access to top-tier clients and the opportunity to shape their social commerce strategy.
Growth-oriented culture: if you see inefficiencies, you’re encouraged to fix them and will be recognized for it.
Entrepreneurial runway: Spotlight is a blank canvas for high-agency operators to build new ideas, initiatives, and verticals.
Competitive compensation, health benefits, and performance-based bonuses.
Flexible/hybrid work arrangements (depending on location).
A collaborative, lean, and scrappy team that moves fast and wins together.