Account Executive, Existing Business

Join Shopify's SMB Cross Sell team as an Account Executive, driving business opportunities within our existing merchant base. Collaborate with entrepreneurs to expand their e-commerce and brick-and-mortar strategies. This role is for sales professionals passionate about empowering small businesses to grow and succeed. You'll source sales opportunities within a set book of business, navigate complex sales cycles, and influence Shopify's broader Revenue organization. Transform merchant businesses through strategic partnerships while advancing your career in a dynamic, supportive environment. Key Responsibilities: • Engage with merchants to tailor Shopify’s solutions to their unique business goals. • Develop strategic plans to identify and target potential customers in the SMB segment. • Lead high-volume outreach through calls, emails, and social media to qualify leads. • Manage comprehensive sales cycles from contact to contract, maintaining a robust pipeline. • Collaborate with cross-functional teams to enhance client outcomes. • Stay informed on product features and market trends to provide optimal merchant advice. • Proactively build your sales pipeline, demonstrating strategic forecasting.

Qualifications: • Proficiency in English, with native or bilingual proficiency in one other European language • Proven experience in closing sales roles with a track record in the SMB segment. • Consultative mindset with a passion for acquiring new business. • Ability to navigate complex sales cycles and engage with multiple stakeholders. • Experience with CRM tools and familiarity with sales engagement platforms. • Strong communication skills and ability to build trusting relationships. • Self-motivated, results-driven, and comfortable with outbound prospecting. • AI Fluency: Demonstrable experience of leveraging AI tools to supplement your sales process

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.

Opportunity is not evenly distributed. Shopify puts independence within reach for anyone with a dream to start a business. We propel entrepreneurs and enterprises to scale the heights of their potential. Since 2006, we’ve grown to over 8,300 employees and generated over $1 trillion in sales for millions of merchants in 175 countries.

This is life-defining work that directly impacts people’s lives as much as it transforms your own. This is putting the power of the few in the hands of the many, is a future with more voices rather than fewer, and is creating more choices instead of an elite option.

Moving at our pace brings a lot of change, complexity, and ambiguity—and a little bit of chaos. Shopifolk thrive on that and are comfortable being uncomfortable. That means Shopify is not the right place for everyone.

Before you apply, consider if you can:

Care deeply about what you do and about making commerce better for everyone

Excel by seeking professional and personal hypergrowth

Keep up with an unrelenting pace (the week, not the quarter)

Be resilient and resourceful in face of ambiguity and thrive on (rather than endure) change

Bring critical thought and opinion

Put AI agents and tools to work on the tasks they're built for, and focus on the work only humans can do

Embrace differences and disagreement to get shit done and move forward

Work digital-first for your daily work

We may use AI-enabled tools to screen, select, and assess applications. All AI outputs are reviewed and validated by our recruitment team.