Head of Account Management (TikTok Shop Performance)

Spotlight Media; Los Angeles (CA); On-site; USD 155,000 - 204,000; Full time

Job summary

Spotlight Media is seeking a skilled Head of Account Management to lead the TikTok Shop Performance department in Los Angeles. This strategic role requires oversight of client success, revenue growth, and team management, making significant contributions to the agency's growth trajectory. Ideal candidates will have experience in high-growth environments and a strong understanding of TikTok Shop strategies.

Qualifications

• Experience in leading account management teams in a high-growth environment.
• Proficient understanding of TikTok Shop and creator marketing.
• Strong analytical skills with the ability to interpret performance data.

Responsibilities

• Own departmental playbooks for account management and creator management.
• Oversee client success metrics and performance management.
• Lead training for new Account Managers and manage hiring.

Skills

Leadership

Client Management

Strategic Planning

Analytical Skills

Tools

CRM Tools

Project Management Software

Job description

Head of Account Management (TikTok Shop Performance)

Head of Account Management (TikTok Shop Performance)

The Role:

We're hiring a

The Role:

We're hiring a Head of Account Management to lead our TikTok Shop Performance (TSP) department. You’ll be responsible for scaling client success, revenue growth, and internal process excellence across all account pods. This is a highly strategic leadership role with visibility across the executive team and ownership over a growing book of business. This role is IN-PERSON in Los Angeles.

What You'll Do:

Strategic Leadership

• Own departmental playbooks & SOPs for account management, creator management, and paid media strategies—continuously iterate to stay ahead of platform changes
• Oversee client success metrics, including churn risk scoring, net promoter scores, and account-level revenue forecasting
• Run performance management: Conduct weekly 1:1s and monthly reviews for Senior Account Managers (AMs) and Junior AMs (JAs), with KPI-linked feedback loops
  
  

Revenue & Pipeline Ownership

• Set and exceed GMV and retainer targets across pods
• Partner with executive leadership to forecast quarterly revenue and margin based on account health and pipeline velocity
• Identify upsell opportunities and support AMs in cross-selling creator or paid services
  
  

Operational Execution

• Serve as the escalation point for account teams handling client fire drills, underperformance, or communication breakdowns
• Ensure smooth progression of accounts through onboarding → activation → retention → upsell stages
• Coordinate with Live, Brand, and Creator teams to avoid siloing and ensure campaign excellence
  
  

Training, Culture & Hiring

• Lead monthly pod-level trainings on topics such as creator pitching, TikTok Shop updates, paid media strategy, and client communication
• Own hiring and onboarding of new Senior and Junior Account Managers as we scale
• Act as a culture carrier, ensuring AMs embody a client-first, performance-driven mindset across all interactions
• Help refine and uphold team values, rituals, and operating cadences as the agency scales
  
  

Nice to Haves:

• Experience leading AM teams in a high-growth agency or commerce tech environment
• Deep understanding of TikTok Shop, creator marketing, or affiliate-based growth models
• Familiarity with CRM tools like HubSpot and project management platforms like ClickUp or Asana
• Analytical mindset with experience interpreting dashboards and performance KPIs
  
  

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Seniority level

• Seniority level

  Mid-Senior level

Employment type

• Employment type

  Full-time

Job function

• Job function

  Business Development and Sales

• Industries

  Internet Publishing

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