About the role
Our sales teams work directly with notable brands and entrepreneurs to develop their commerce strategies — whether that is starting or expanding their ecommerce or brick & mortar operations.
At Shopify, we have exciting opportunities for a highly motivated sales professional to join as an Lead Account Executive on our MM New Business teams. Our MM New Business teams focus on working with exciting merchants with annual revenue up to $40 M, and in this role you will look after 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.
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, you must be able to source your 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.