Strategic Seller Acquisition & Onboarding, Cross Border eCommerce

Shopee; Indonesia; On-site; IDR 300,000,000 - 600,000,000; Full time

Job summary

Shopee in Indonesia seeks a driven Seller Acquisition Lead to source high-potential sellers, guide onboarding, and shape growth strategies. You will own end-to-end incubation, drive campaigns, and develop scalable training content for sellers.

You will work with cross-functional teams, manage multiple priorities, and leverage data-driven insights to optimize performance and ensure sustainable seller growth.

Qualifications

• 5+ years in e-commerce, marketplace operations, or seller/account management.
• Proven track record in seller acquisition, onboarding, or merchant growth with measurable impact.
• Strong analytical skills turns data into actionable growth strategies.
• Experience designing and delivering training programs or educational content at scale.
• Strong communication and stakeholder management with sellers and cross-functional teams.
• Works independently, manages multiple priorities and drives projects end-to-end.

Responsibilities

• Lead the acquisition strategy for new sellers, defining target segments and sourcing channels.
• Plan and execute acquisition strategies for new seller cohorts across outreach channels.
• Leverage network of top sellers on Japan platforms to onboard high-potential sellers.
• Advise on category, brand, product mix and pricing strategies based on market insights.
• Own end-to-end incubation for high-potential sellers, including onboarding Shopee systems.
• Drive traffic and conversions via onsite and offsite marketing programs.
• Plan and execute growth-focused campaigns and channel optimization using data.
• Monitor seller performance, identify risks and optimize for sustainable growth.
• Design scalable training programs to accelerate onboarding and reduce reliance on managers.
• Continuously update seller guides, SOPs, webinars, and support documentation.

Skills

E-commerce experience

Seller acquisition

Analytical skills

Training program design

Stakeholder management

Independent / multi-priority delivery

Job description

Job Description:

Seller Acquisition

• Lead the acquisition strategy for new sellers, defining target segments and sourcing channels to build a healthy pipeline of high-potential sellers
• Independently plan and execute acquisition strategies for new seller cohorts, leveraging a range of outreach channels (on/offline events, etc.)
• Leverage an existing network of top sellers on Japan e-commerce platforms, in categories including hobbies & collections, beauty, fashion, and sports & outdoor, to onboard high-potential sellers
• Advise sellers on the right category, brand, and product mix and on pricing strategies, based on market and competitive insights

Incubation & Growth

• Own the end-to-end incubation process for high-potential new sellers, including education on Shopee's systems and operational flows
• Drive traffic and order conversion through targeted initiatives, and plan and execute onsite and offsite marketing programs
• Lead campaign planning and channel optimization, using data-driven analysis to set growth strategies and priorities
• Monitor seller performance, identify risks and opportunities early, and optimize for sustainable growth

General Training & Onboarding

• Design and execute scalable education programs that accelerate onboarding and reduce sellers dependency on account managers
• Continuously improve educational content, including seller guides, SOPs, best practices, webinars, training decks, FAQs, and support documentation

Requirements:

Requirements

• 5+ years in e-commerce, marketplace operations, or seller/account management
• Proven track record in seller acquisition, onboarding, or merchant growth with measurable impact
• Strong analytical skills turns data into actionable growth strategies
• Experience designing and delivering training programs or educational content at scale
• Strong communication and stakeholder management with sellers and cross-functional teams
• Works independently, manages multiple priorities and drives projects end-to-end

Preferred

• Owns an existing network of top sellers on Japan e-commerce platforms (e.g. hobbies & collections, beauty, fashion, sports & outdoor)
• Can independently plan and execute acquisition strategies for new seller cohorts across multiple outreach channels
• Proficiency in English and Japanese
• Government relations experience is a plus