Lead, Account Executive

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. 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. 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 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, one 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. That 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. Why now: Enterprise adoption in APAC is a company growth priority, with real investment and visible attention from Shopify's executive team. This is a territory with momentum behind it. Looking forward, you'd work with some of the most recognizable brands in APAC retail as they modernize how they sell, and help shape how Shopify shows up for enterprise buyers across the region. Segments we hire for may include: • Consumer Goods • Lifestyle & Apparel • Emerging Industries Key responsibilities: • Own net-new pipeline creation and progression, building momentum from first conversation through negotiation and signature. • Develop and refine a sales playbook to educate CXOs on Shopify's value, connecting the business case to both the company's objectives and each buyer's own. Facilitate large, complex evaluations alongside Solution Engineers, Partners, Sales Enablement, Legal, Product, and Finance. • Design and implement multi-product pipeline generation strategies in collaboration with sales, marketing, partnerships, and event teams. • Engage enterprise merchants to enhance strategies around commerce, store operations, and point-of-sale (POS). • Build influential relationships with C-level executives and senior stakeholders; multi-thread complex accounts to drive alignment and decisions. • Provide proactive, precise forecasting to set clear short- and long-term priorities with actionable plans. • Quickly grasp business and market nuances to enable strong point-of-view selling and effective account strategies. • Lead by example: share what works, raise the bar on deal craft and operating cadence, and contribute to a high-performance team culture. Qualifications: • Experience selling commerce to enterprise merchants, including executive-level stakeholders. • A track record of building and closing net-new business through self-directed outbound prospecting — not inherited pipeline. • Consistent attainment quarter over quarter, rather than a single standout year. • Proven experience creating and scaling sales strategies and playbooks. • Demonstrated ability to generate multi-product pipeline and drive complex sales evaluations. • Deep understanding of retail and ecommerce. • Strong forecasting skills with a track record of setting and achieving ambitious goals. • Experience influencing C-level executives in large corporations and navigating multi-stakeholder decision processes. • Proven ability to lead within a high-performance environment, through mentorship, deal leadership, and raising standards. • Ability to apply a macro-level view of the market to develop clear account strategies and business cases. What we're looking for: • 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 is required for AE roles. • Outbound excellence: You proactively create pipeline through high-intent outreach across channels including calls, email, social, events, and partners. • Executive presence: You build and deliver tailored presentations that land with both business and technical audiences, using metrics, customer stories, and a point of view of your own, not a standard deck. • Technical sales craft: You run structured discovery, quantify impact, build mutual plans, surface risk early, and maintain strong CRM hygiene and 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 and 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 such as agencies, SIs, ISVs, and referral partners. • System-to-system 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 gro…