Senior Account Executive - Mid-Market, New Business

Shopify's Commercial team is the partner our merchants count on from early sales to massive scale. We meet merchants where they are with the expertise to transform potential into lasting success. The opportunity ahead is infinite. If you’re someone who thinks long-term, has great ideas and wants to bring them to life, or is hungry to test the limits of what’s possible, you’ve found your place. Only the best can build the portfolios that realize Shopify’s - and our merchants' - potential. We’re: Serving millions of merchants in over 175 countries, generating over $1 trillion in sales. Laser-focused. Only Shopify is 100% focused on commerce with a clear mission. Aligned with merchant success. At Shopify, incentive compensation grows as merchants grow - with uncapped upside when they exceed expectations. Build portfolios, not just pipelines. Shopify is for those who play the long game. We've completely reimagined how sales works, building a model that matches our ethos: betting on merchant success over the long term. You'll build a portfolio of relationships that compound in value over time, and a portfolio that grows more valuable as your merchants do. We win by helping our merchants win. Success here means mastering tech stacks and market context so you can make recommendations that have real impact. This demands deep industry knowledge, technical ability, and craft excellence working in harmony. How you collaborate with our partners, invest in yourself, and harness our AI-powered systems and tools will give your work scale, speed, and depth. And when merchants outperform year after year? You share in that success. About the role Join Shopify’s Mid-Market team as a Senior Account Executive focused on acquiring new business and helping them grow and succeed. You’ll acquire high-potential mid-market companies by running disciplined, multi-stakeholder sales cycles—pairing sharp discovery with a clear point of view on how merchants should evolve their commerce strategy with Shopify. This is a role for closers who can generate their own pipeline, build mutual plans that hold up under scrutiny, navigate complexity (technical, commercial, and organizational) and build sustainable relationships for the future growth of their merchants. Key Responsibilities Source and engage prospects to understand their goals, constraints, and commerce strategy—then map Shopify solutions to measurable outcomes. Develop and execute territory plans to identify and target high-potential mid-market accounts. Generate pipeline through outbound prospecting, your network, and coordinated efforts with marketing and partnerships. Run end-to-end sales cycles: discovery, value articulation, stakeholder alignment, negotiation, and close. Build detailed mutual plans with prospects that align stakeholders, timelines, and decision criteria. Maintain a healthy pipeline with strong CRM hygiene and accurate forecasting; operate with a clear weekly cadence. Collaborate cross-functionally (SDR, Solution Engineering, Partnerships, Enablement, Legal, Product, Finance) to move evaluations forward. Stay current on Shopify products and the market so you can speak credibly and become a trusted advisor. Qualifications Proven experience in a closing role, with a track record of acquiring new business and exceeding targets. Demonstrated success owning complex sales cycles with multiple stakeholders, including C-level engagement. Strong outbound prospecting skills and experience cultivating a territory and building pipeline from scratch. Experience selling SaaS and comfort learning technical product concepts (becoming a Shopify product expert). Strong negotiation skills with experience closing higher-value deals and driving win-win outcomes. Consultative, solutions-oriented approach—able to ask great questions, uncover real needs, and drive clear next steps. Strong forecasting discipline and the ability to set short- and long-term priorities with actionable plans. Proficiency with sales tools (e.g., Salesforce, Salesloft, LinkedIn). Nice to have Experience selling POS or omni-channel commerce solutions. Familiarity with sales methodologies (e.g., MEDDICC, BANT, Challenger). Industry experience in ecommerce, fintech, retail, or hospitality. 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. Partner ecosystem experience: You’ve sourced, influenced, or co-sold deals with partners (agencies, SIs, ISVs, referral partners). System-to-system / integration exposure: You can confidently sell into technical requirements (APIs, ERPs, POS, middleware) alongside Solution Engineers. 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.