Join Shopify's retail SMB team as an Account Executive. 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.
As a Retail-focused AE, your book leads with retail businesses across Northern Europe — plus Spain, depending on your language capability. While you'll focus on retail merchants, you'll aim to evaluate and sell the full Shopify platform, across both retail and online.
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.
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.
Be relentless about prioritisation: outbound is your engine, but you'll also qualify inbound leads — in and out — with urgency. A great AE never lets inbound over-prioritise the long-term pipeline that outbound builds.
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 — evaluating and selling the full Shopify platform with relevant product guidance and practical commerce insight that helps them take action.
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, prioritisation, and accurate forecasting.
Leverage (and build your own) AI agents to reduce toil, accelerate your learning and development, and improve deal execution.
Fluency in Spanish is required, along with strong English. You'll manage merchants in your language market and across Northern Europe — English opportunities are often the larger ones, so strong English selling ability is essential.
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).
Consultative, relationship-driven communication style — able to build trust quickly and uncover real merchant needs.
Resilient and adaptable, with high agency: you default to action and stay effective when priorities shift and conditions change.
Strong time management and organisation; able to manage multiple opportunities and priorities without losing rigor.
Experience with CRM and sales tools (e.g., Salesforce and sales engagement platforms).
Familiarity with commerce and experience selling SaaS.
Experience selling to or working with retail / omnichannel merchants (POS, in-store + online).
Additional European languages.
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.
