Account Executive

About the Role

Account Executives at Shopify own merchant growth. You will identify, win, and launch merchants onto the platform, then set them up for long-term success.

This role spans every segment, from SMB through Mid-Market, Large, and Enterprise, and covers both direct-to-consumer (DTC) and retail selling. You will own the merchant relationship from first contact through to becoming a live, transacting merchant—creating value for merchants while driving growth for Shopify through both new customer acquisition and expansion opportunities.

Note: By applying to the Account Executive posting, your resume will be reviewed by recruiters and hiring managers across multiple teams and segments, including SMB, Mid-Market, Large, and Enterprise. Our goal is for you to apply once and have your experience evaluated by several teams to find the best fit for available opportunities.

Key Responsibilities

Generate and Manage Pipeline

• Build and maintain your own sales pipeline.

• Consistently self-source opportunities through outbound prospecting across email, phone, and LinkedIn.

• Initiate and develop new merchant conversations.

Own the Merchant Relationship

• Manage the merchant relationship end-to-end, from first contact through launch and activation.

• Ensure merchants become successful, live, transacting businesses on Shopify.

Run the Full Sales Cycle

• Qualify opportunities and conduct discovery conversations.

• Document merchant goals, challenges, and business needs.

• Navigate complex buying processes involving both champions and economic decision-makers.

• Lead negotiations and drive opportunities to close.

Practice Value-Based Selling

• Quantify business impact and demonstrate clear ROI.

• Deliver tailored solutions and recommendations rather than generic sales pitches.

• Align Shopify's capabilities with each merchant’s unique objectives.

Qualifications

Required

• Proven experience in a closing sales role with a strong track record of success in competitive environments.

• Comfort operating in a high-volume outbound sales environment.

• Demonstrated ability to manage a full sales cycle, from discovery through recommendation, negotiation, and close.

• Strong consultative selling skills and the ability to build trusted relationships quickly.

• Resilience and adaptability in changing environments.

• Excellent organizational and time-management skills.

• Experience using CRM platforms and sales engagement tools.

Nice to Have

• Familiarity with commerce and e-commerce ecosystems.

• Experience selling SaaS solutions.

What We're Looking for in Salespeople

Builder Mindset

You don't just follow a playbook—you improve it. You test, iterate, document, and scale successful approaches.

Closing Discipline

You take ownership of outcomes and drive opportunities forward with urgency, structure, and accountability.

Outbound Excellence

You proactively create pipeline through high-intent outreach across multiple channels, including calls, email, social platforms, events, and partnerships.

Technical Sales Craft

You conduct structured discovery, quantify business impact, build mutual action plans, and maintain strong CRM hygiene and forecasting discipline.

Execution Intensity

You bring energy, resilience, competitiveness, and the ability to persevere through setbacks.

High Agency

You take initiative, own your work, and move things forward without waiting for direction.

Thrive in Ambiguity and Change

You remain effective as priorities shift, products evolve, and new challenges emerge.

How We Work

Shopify rewards builders with high agency. You'll have significant autonomy, high standards, and a fast-paced environment.

We iterate quickly, challenge one another, and expect team members to take ownership of outcomes rather than wait for perfect conditions.

If you're seeking comfort and certainty, this role may not be the right fit. If you're motivated by responsibility, impact, and growth, you'll thrive here.

About Shopify

Opportunity is not evenly distributed. Shopify puts independence within reach for anyone with a dream to start a business.

We help entrepreneurs and enterprises unlock their potential and scale their businesses. Since 2006, Shopify has grown to more than 8,300 employees and has generated over $1 trillion in sales for millions of merchants across 175 countries.

This is life-defining work—work that impacts the lives of merchants while transforming your own career. It's about putting the power of the few into the hands of the many, creating more voices, more opportunities, and more choices for people around the world.

About You

Working at Shopify means operating in an environment filled with change, complexity, ambiguity, and occasional chaos. Successful Shopifolk are comfortable being uncomfortable and thrive in fast-moving conditions.

Before applying, consider whether you can:

• Care deeply about your work and Shopify's mission to make commerce better for everyone.

• Pursue continuous professional and personal growth.

• Keep pace with an environment that moves by the week, not the quarter.

• Remain resilient and resourceful in the face of ambiguity.

• Bring critical thinking, strong opinions, and thoughtful perspectives.

• Leverage AI tools and agents for routine tasks while focusing on uniquely human contributions.

• Embrace differences, healthy disagreement, and collaboration to drive results.

• Work effectively in a digital-first environment.

Hiring Process

Shopify may use AI-enabled tools to help screen, select, and assess applications. All AI-generated outputs are reviewed and validated by members of the recruitment team.