TikTok Shop Lead

ABOUT US

Ecotero LLC operates five private-label brands across roughly 20 active products, led by DECOLURE in premium bedding and home textiles. Amazon is the mature channel at $18M+ annually. TikTok Shop is the fastest-growing one and the one with the most headroom. DTC on Shopify is early.

We are a 27-person distributed team. What is genuinely unusual here is the analytical infrastructure: TikTok Order, Analytics and GMV Max APIs on a daily ETL into PostgreSQL, SKU-level COGS across 703 SKUs, FastMoss competitor tracking, and an AI operations agent that produces the quarterly performance analysis, competitor intelligence, creative briefs and P&L modelling. You would inherit a working analytics function on day one.

Where we actually are — the numbers you would inherit:

• Q1 2026: $1,137,782 GMV · 13,728 orders · $83.32 AOV · 12.3% net margin · $140K net profit.
• Blended GMV Max ROI: 6.16× against a blended break-even of 4.08× · CVR improved 1.12% → 2.30%.
• Bamboo 4pc + 6pc = 76.8% of GMV · LIVE = 1.3% of GMV against a 10–20% category benchmark.
• 6,087 affiliates, 141 producing sales — a 2.3% activation rate · ~50 new affiliates/week.

We are telling you this before you apply rather than after you join. If the numbers look like a problem you want, the rest of this post is the job.

WHAT YOU WILL OWN

The channel P&L

• GMV, contribution margin, net margin, blended and product-level break-even ROAS, AOV, refund rate. You set the targets and you defend the misses.
• Monthly and quarterly forecasts with stated confidence levels and kill criteria — the format we already use, which you would inherit and improve.
• Discount and promotion strategy. Seller discount currently runs 23.4% of GMV; whether that is right is one of the first questions you would answer.

Paid growth — GMV Max

• Roughly $46K–$70K a month in GMV Max spend. Budget allocation, campaign structure, scaling and kill decisions.
• Every campaign judged against contribution margin, not platform ROAS. We currently run several campaigns below blended break-even; finding and killing those is week-one work.
• Creative fatigue management. Blended ad ROI has moved 6.4× → 5.6× → 4.3× across recent months and the diagnosis is not yet settled.

GMV Max & Paid Advertising

• Strategy and targets for a 6,000+ affiliate program with a 2.3% activation rate. A Creator & Affiliate Manager executes; you own the economics, the commission architecture and the targets.
• Closing the affiliate velocity gap — 50 a week against Bedsure's 187 and Shilucheng's 229. This is the metric we believe is the primary competitive moat in this category.
• Sample program economics. We spent $71,600 on samples in Q1 and 31.5% of it is unattributed.

LIVE, merchandising and content

• LIVE strategy from a near-standing start. It is 1.3% of our GMV against a 10–20% category benchmark, and it is the largest untapped channel we have.
• Catalogue and bundle strategy. We are the only Tier-1 bedding shop on TikTok without bundles.
• Content velocity targets and brief quality. Our own data shows content volume drives GMV at a two-to-four week lag, and a March content drop cost an estimated $30–50K.

The AI operating model

• Build AI into research, analysis, forecasting, creator discovery, brief generation and QA — and make the existing agent better by feeding back where it lacks context.
• Treat AI output as a draft until the arithmetic, the source and the execution risk have been checked. We will test this directly and we will ask you to do it in front of us.
• Humans keep control of pricing, money movement, creator contracts, compliance claims and anything customer-facing.

Cross-channel and executive

• A weekly commercial view to the CEO: performance, risk, the decision you need, the next move.
• Price parity and launch coordination with Amazon and DTC. TikTok cannot structurally undercut Amazon MAP.
• Inventory coordination. Bamboo 4pc and 6pc have zero stockout tolerance — they are 77% of revenue.

REQUIRED EVIDENCE

The hard gate

• Verified seller-side ownership of one named US TikTok Shop at $5M or more in trailing-twelve-month GMV, during a period when you personally held decision authority.

What does not count:

• An agency portfolio total, or GMV summed across multiple client shops.
• Total company revenue where TikTok Shop was one part.
• A shop you advised, audited or supported without decision authority.
• Non-US TikTok Shop scale on its own. Philippines, UK and SEA TikTok Shop operations are real expertise, but US creator culture, commission norms and LIVE behaviour are different enough that they do not substitute.

Also required

• Direct GMV Max ownership at $30,000+ per month with authority over scaling and kill decisions.
• Financial literacy that survives a live test. You should be able to derive break-even ROAS from a full cost stack — platform fee, commission, fulfilment, COGS, refunds — without notes. We will ask you to.
• Hands-on Seller Center and Affiliate Center. Open and target collaborations, sample eligibility, commission changes, creator messaging, Shop Performance Score components.
• Creator program ownership at scale — recruitment, tiering, commission design, sampling economics, activation and retention.
• US cultural fluency. You need to know why a hook works for a US audience in this category, which creators are credible, and what reads as inauthentic. This is a real requirement and we will test it with live content.
• People leadership. You will direct a Creator & Affiliate Manager and coordinate contributors across functions.

Preferred

• Bedding, home, beauty, wellness or apparel — any creator-led impulse category with comparable margin and content velocity. Exact category preferred, not required.
• LIVE selling experience with real revenue behind it.
• Multi-brand TikTok Shop operations.
• Kalodata, FastMoss or equivalent competitive tooling.
• Experience running TikTok Shop alongside a large Amazon business.

This role is not

• A content creation role. You will direct creators, not be one.
• An agency account management role. You own outcomes here, not a client relationship.
• A coordination role. Listing uploads, sample logistics, outreach volume and spreadsheet maintenance sit with the team and the agent, not with you.
• A "learn TikTok Shop on the job" role. We are past that stage.

WHAT YOU'LL GET

• Competitive salary based on experience.
• Fully remote position.
• Direct access to the CEO. Your ideas and analysis reach the decision-maker, not a middle manager.
• Advanced tooling and infrastructure, including AI-powered analytics, custom dashboards, and automated reporting that let you focus on strategy instead of data entry.
• A team that values data-driven decision-making and continuous improvement.
• Opportunities for growth as the company expands into new marketplaces and channels.
• Employee discounts on Decolure products.

Do not apply if

• Your scale claim is an agency portfolio total, a client result, or a company figure you did not personally drive.
• Your TikTok Shop experience is non-US only and you have no US market exposure to point to.
• You optimise for GMV and platform ROAS without deriving break-even from a real cost stack.
• Your experience is creator-side or agency account management rather than owning a shop's outcomes.
• You cannot defend your own written work live and without notes.
• You want a channel that already runs. Two SKUs are 77% of ours, LIVE is dormant, and a third of our sample spend is unattributed.