Senior Lead, Enterprise Demand & ABM

The Enterprise Marketing team builds demand for Shopify among the most iconic brands in the world. We’re looking for a senior individual contributor to drive the technical design and hands-on optimization of Shopify’s Enterprise demand engine. This is an advanced individual contributor role for someone with deep ABM expertise, strong analytical judgment, and the technical ability to build. You’ll independently evaluate account, buying-committee, funnel, and opportunity data, determine the right program response, and execute those programs in partnership with GTM teams. You’ll work across the full Enterprise funnel, from customer acquisition to opportunity acceleration, and account expansion. The work is account-based, signal-driven, and built around the realities of complex enterprise buying cycles. You’ll also help build an AI-native operating model for Enterprise demand. AI is not a separate work stream. It should change how we research accounts, interpret signals, design programs, personalize experiences, equip sellers, run experiments, and automate processes. Key Responsibilities: Analyze the Enterprise funnel at the territory, account and opportunity level. Find where conversion, progression, velocity, buying-committee coverage, and seller activation break down. Translate those insights into a clear POV on where and why marketing should invest Evolve our measurement model to connect marketing activity to account engagement, Sales Accepted Leads, opportunity movement, pipeline, revenue, and return on investment. Design and execute 1:1, 1:few, and scaled ABM programs for strategic accounts and account clusters. Build integrated programs across paid media, digital experiences, content, outbound, executive engagement, events, direct mail, and seller-led activation. Design programs as measurable experiments with a clear hypothesis, baseline, audience, intervention, and decision criteria. Instrument the work, separate commercial movement from attribution noise, then scale, change, or stop based on what the evidence shows. Work directly with Sales and Partnerships on account strategy so Marketing, Sales, and Partnerships operate as one motion. Build AI into how Enterprise demand operates, using agents, models, and automation to analyze account and funnel data, synthesize intelligence, map buying committees, activate signals, personalize programs, and recommend next actions. Qualifications Strong track record of building enterprise demand and ABM programs that hit pipeline and revenue targets in B2B SaaS, ecommerce, or technology Deep evidence of successfully running 1:1, 1:few, and scaled ABM programs and Sales plays that created and accelerated pipeline. Advanced funnel analysis and program measurement skills to clearly articulate ROI, along with the ability to communicate insights clearly across stakeholder groups Hands-on fluency across CRM, marketing automation, intent, enrichment, advertising, orchestration, data warehouses, and business intelligence systems, including the ability to query and investigate data directly. Credibility with Sales stakeholders built through deep account insight, clear judgment, focused execution, and a ‘win together’ attitude. The ability to lead complex cross-functional work without requiring formal authority A history of building AI agents, workflows, or automations that materially improved how enterprise demand programs were designed, executed, or measured. You’ve lived on the edge of what’s possible with AI.