Our sales teams work directly with notable brands and entrepreneurs to develop their commerce strategies — whether that is starting or expanding their e-commerce or brick & mortar operations.

At Shopify, we have exciting opportunities for highly motivated sales professionals to join as an Account Executive on our MM New Business teams. Our MM New Business teams focus on working with exciting merchants with annual revenue up to $40M, and in these roles you will look after the UKI, the Benelux and/or the Nordics. This position offers a unique chance to build a rewarding career with a company that values growth and provides continuous opportunities for advancement.

Whatever team you join, you’ll be tasked with creating and executing creative account strategies to generate new business opportunities for Shopify (think new segment, geo or product). To succeed in this role, candidates must be able to source their own sales opportunities and navigate large organizations with multiple stakeholders for the duration of the entire sales cycle. Leveraging your depth of selling experience, you’ll also have the opportunity to influence Shopify’s Broader revenue organization (i.e. mentorship, methodologies, strategy etc.) as we experiment and explore new ways to reach more merchants. You’ll strengthen the value of partnerships internally and harness those partnerships to transform the business of our merchants.

Key Responsibilities:

• Understanding the unique business goals, needs, and pains of prospects, helping them grow their business with Shopify products

• Developing and implementing strategic plans to identify and target potential customers who align with our target market.

• Using your extensive network, industry knowledge, and advanced research techniques to generate high-quality leads

• Clearly articulating and demonstrating our value proposition, crafting detailed mutual plans, and creating excitement and enthusiasm among prospects

• Developing and executing comprehensive sales strategies to penetrate new markets, drive revenue growth, and achieve aggressive sales targets. Leverage your deep understanding of customer needs and market dynamics to position our products/services effectively

• Actively sourcing, building, and managing your sales pipeline and forecast your business

• Demonstrating an ability to engage with C-level executives.

• Collaborating on projects (mentorship, sales methodologies, tooling) to improve internal business processes

Qualifications:

• Proficiency in English is required for all roles; additionally a native or bilingual level of proficiency in Danish, Swedish or Norwegian is a required.

• Experience in a new business closing sales role, with a strong track record of successfully acquiring new business and exceeding sales targets

• Demonstrated passion for hunting and acquiring new business, with a proven ability to identify and close high-value opportunities

• Extensive experience in negotiating complex deals, with a focus on achieving win-win outcomes

• Ability to create and multiply a sales playbook to educate higher-ups on the value of Shopify and deliver results through large, multi-threaded, complex evaluations. This includes collaborating with Solution Engineers, Partners, Sales Enablement, Legal, Product, and Finance

• Consultative and solutions-oriented mindset, with an ability to challenge assumptions and comfortably speak about various product offerings

• Extensive experience with outbound prospecting, cultivating a territory, and building a robust pipeline

• Comfort level with getting deep into technical product knowledge and becoming a Shopify product expert

• Ability to create multi-product pipeline generation strategies driven by sales, marketing, partnerships, events, etc

• Proactive and accurate forecasting that helps set priorities (both short and long term) with clear action plans

• Extensive experience with sales tools (i.e. Salesforce, Salesloft, Linkedin, etc)

Bonus

• Experience in a closing B2B SaaS sales role

• Experience selling or in depth knowledge of one or more of the following industries: Ecommerce, Fintech, Retail, Hospitality

• Previous experience selling POS systems is a plus

• Experience with MEDDICC, BANT, and Challenger sales methodologies is a plus

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.

About Shopify

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.

About you

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.