About the role
Join Shopify's Mid-Market team as a Senior Account Executive for DACH. You'll partner with fast-growing and established consumer brands across Germany, Austria, and Switzerland, helping them replatform, expand internationally, and get more value from Shopify across e-commerce and retail.
As a D2C-focused Account Executive, your book leads with online-led brands in the DACH mid-market. You'll run both new business acquisition and expansion of existing Shopify merchants, and you'll aim to evaluate and sell the full Shopify platform, across online and retail.
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.
Key responsibilities
• Own a DACH mid-market territory end to end: source, qualify, and close new merchants while expanding your existing Shopify accounts.
• Outbound with urgency: run high-quality, multi-channel outreach (calls, email, social, events, partners) to generate and progress pipeline.
• Lead replatforming evaluations: guide brands moving off legacy or composable stacks (e.g. Magento, Shopware, commercetools) through migration decisions with a clear business case and TCO view.
• Engage founders, C-level, and e-commerce leaders; build multi-threaded relationships and mutual action plans.
• Advise merchants on the full Shopify platform: checkout and conversion, payments, POS, and international expansion.
• Operate with discipline in CRM and sales tools: pipeline hygiene, accurate forecasting, current next steps.
• Leverage (and build your own) AI agents to reduce toil, accelerate your learning, and improve deal execution.
• Travel within DACH to meet prospects, attend trade shows, and run on-site evaluations.
Qualifications
• Native or near-native German and professional English are required. You are comfortable selling to traditional German companies in German.
• Proven experience in a closing sales role with a track record of exceeding targets in new business acquisition.
• Strong outbound prospecting skills: you build your own pipeline instead of waiting for inbound.
• Demonstrated ability to run structured, multi-stakeholder sales cycles (discovery, evaluation, negotiation, close).
• Consultative and evidence-based: you quantify impact, build business cases, and negotiate win-win outcomes.
• Comfort with technical product depth (APIs, ERP and POS integrations) and eagerness to become a Shopify product expert.
• Proactive forecasting and strong prioritisation of your own book.
• Experience with CRM and sales engagement tools (e.g. Salesforce, Salesloft, LinkedIn).
Bonus
• Experience selling SaaS or commerce technology to retail and D2C brands.
• Familiarity with MEDDICC, BANT, or Challenger sales methodologies.
• Experience with the DACH partner ecosystem (agencies, systems integrators).
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.