Account Executive, SMB

About the role Join Shopify’s SMB team as an Account Executive focused on both new merchant acquisition or expansion. You’ll work with entrepreneurs and growing merchants (generally up to ~$5M in annual revenue) to help them start, scale, and get more value from Shopify across e-commerce and brick-and-mortar. You’ll independently source opportunities, run sharp discovery, and own the full sales cycle through close. You’ll have a lot of ownership here—and you’ll be held to a high bar on execution, rigor, and results. Note: By applying to the Account Executive, SMB posting, our recruiters and hiring managers across various departments will review your resume for open roles. We aim for you to apply once and have your resume evaluated by multiple teams to ensure the best match for the right roles. Key Responsibilities Source and engage merchants to understand their goals, challenges, and growth plans - and connect those needs to the right Shopify solutions. Outbound with urgency: run high-volume outreach across calls, email, and social to generate and progress pipeline. Own the sales cycle end-to-end from initial contact through negotiation and signature, maintaining a healthy pipeline week to week. Be a trusted advisor to merchants—bringing relevant product guidance and practical commerce insight that helps them take action. Drive expansion by identifying opportunities to bring more Shopify to existing merchants through strong product adoption and clear recommendations. Stay ahead of the curve on Shopify products and the broader commerce landscape to keep your guidance credible and current. Operate with discipline in CRM and sales tools: pipeline hygiene, prioritization, and accurate forecasting. Leverage (and create your own) AI agents to reduce toil, enhance learning and development and improve deal execution. Qualifications Proven experience in a closing sales role, with a track record of executing in competitive environments and delivering results. Strong comfort with outbound prospecting and operating in a high-volume sales environment. Demonstrated ability to run an end-to-end sales cycle (discovery → recommendation → negotiation → close). Experience in expansion / cross-sell motions, product adoption, or account growth Consultative, relationship-driven communication style—able to build trust quickly and uncover real merchant needs. Resilient and adaptable: you can stay effective when priorities shift and conditions change. Strong time management and organization; able to manage multiple opportunities and priorities without losing rigor. Experience with CRM and sales tools (e.g., Salesforce and sales engagement platforms). Nice to have Familiarity with commerce and experience selling SaaS. 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 what works. Closing discipline : You’ve owned outcomes and can run a process forward with urgency and rigor (closing experience required for AE roles). Outbound excellence : You proactively create a pipeline through high-intent outreach across channels (calls, email, social, events, partners). Technical sales craft : You run structured discovery, quantify impact, build mutual plans, and maintain strong CRM hygiene/forecasting. Execution intensity : You bring pace, resilience, competitiveness, and the ability to take a hit and keep going. High agency : You default to action, take ownership, and don’t wait to be told. Thrive in ambiguity + change : You stay effective when priorities shift, products evolve, and you’re building while selling. How we work Shopify rewards builders with high agency. You’ll have real autonomy, high standards, and a fast pace. We iterate, we challenge each other, and we expect you to take ownership of outcomes—not wait for perfect conditions. If you want comfort and certainty, this won’t fit. If you want responsibility and growth, it will.