Senior Account Executive, B2B Wholesale - German-speaking - Shopify

About the role

At Shopify, we simplify enterprise commerce for businesses of all types. We empower high-growth, high-volume merchants with the scalability, reliability, and flexibility they need. Our commitment is to make every merchant love their commerce platform and tools, and our B2B Wholesale team plays a crucial role in making this a reality.We are looking for visionary sellers who can drive new merchant acquisition and accelerate growth for our B2B Wholesale business in the DACH region. You will be someone who builds and leverages partnerships to open doors with new merchants focused on wholesale and online retail. You will bring a macro perspective to our growth strategy, and know how to identify, win, and scale new business in a sustainable, healthy way.Key ResponsibilitiesDevelop and refine a sales playbook to educate CXOs on Shopify's value, facilitating large, complex evaluations alongside Solution Engineers, Partners, Sales Enablement, Legal, Product, and Finance teams.Design and implement multi-product pipeline generation strategies in collaboration with sales, marketing, partnerships, and event teams across the DACH market.Engage with Wholesalers and Online Retailers to enhance strategies around unified commerce.Provide proactive and precise forecasting to set clear short-term and long-term priorities with actionable plans.Build influential relationships with C-level executives in large companies throughout the Benelux region.Attract and develop a high-performing team, fostering a culture of experimentation, development, and consistent performance.Support and drive Shopify's global expansion efforts.Lead by example, sharing your expertise and experiences to inspire and guide the team.Qualifications:Fluency in English and German is required.Proven experience in creating and scaling sales strategies and playbooks.Demonstrated ability to generate multi-product pipelines and drive complex sales evaluations.Experience working with companies between 25-500M in revenue and private equity firmsStrong forecasting skills with a track record of setting and achieving ambitious goals.Experience in influencing C-level executives in large corporations.Proven ability to build and lead high-performing teams.Passion for supporting and realizing global business aspirations.Bonus:True Unified Commerce experience is an asset!What we’re looking for in salespeopleBuilder 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.At Shopify, we simplify enterprise commerce for businesses of all types. We empower high-growth, high-volume merchants with the scalability, reliability, and flexibility they need. Our commitment is to make every merchant love their commerce platform and tools, and our B2B Wholesale team plays a crucial role in making this a reality.We are looking for visionary sellers who can drive new merchant acquisition and accelerate growth for our B2B Wholesale business in the DACH region. You will be someone who builds and leverages partnerships to open doors with new merchants focused on wholesale and online retail. You will bring a macro perspective to our growth strategy, and know how to identify, win, and scale new business in a sustainable, healthy way.Key ResponsibilitiesDevelop and refine a sales playbook to educate CXOs on Shopify's value, facilitating large, complex evaluations alongside Solution Engineers, Partners, Sales Enablement, Legal, Product, and Finance teams.Design and implement multi-product pipeline generation strategies in collaboration with sales, marketing, partnerships, and event teams across the DACH market.Engage with Wholesalers and Online Retailers to enhance strategies around unified commerce.Provide proactive and precise forecasting to set clear short-term and long-term priorities with actionable plans.Build influential relationships with C-level executives in large companies throughout the Benelux region.Attract and develop a high-performing team, fostering a culture of experimentation, development, and consistent performance.Support and drive Shopify's global expansion efforts.Lead by example, sharing your expertise and experiences to inspire and guide the team.Qualifications:Fluency in English and German is required.Proven experience in creating and scaling sales strategies and playbooks.Demonstrated ability to generate multi-product pipelines and drive complex sales evaluations.Experience working with companies between 25-500M in revenue and private equity firmsStrong forecasting skills with a track record of setting and achieving ambitious goals.Experience in influencing C-level executives in large corporations.Proven ability to build and lead high-performing teams.Passion for supporting and realizing global business aspirations.Bonus:True Unified Commerce experience is an asset!What we’re looking for in salespeopleBuilder 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.

At Shopify, we simplify enterprise commerce for businesses of all types. We empower high-growth, high-volume merchants with the scalability, reliability, and flexibility they need. Our commitment is to make every merchant love their commerce platform and tools, and our B2B Wholesale team plays a crucial role in making this a reality.

We are looking for visionary sellers who can drive new merchant acquisition and accelerate growth for our B2B Wholesale business in the DACH region. You will be someone who builds and leverages partnerships to open doors with new merchants focused on wholesale and online retail. You will bring a macro perspective to our growth strategy, and know how to identify, win, and scale new business in a sustainable, healthy way.

Key Responsibilities

Key Responsibilities

• Develop and refine a sales playbook to educate CXOs on Shopify's value, facilitating large, complex evaluations alongside Solution Engineers, Partners, Sales Enablement, Legal, Product, and Finance teams.

Develop and refine a sales playbook to educate CXOs on Shopify's value, facilitating large, complex evaluations alongside Solution Engineers, Partners, Sales Enablement, Legal, Product, and Finance teams.

• Design and implement multi-product pipeline generation strategies in collaboration with sales, marketing, partnerships, and event teams across the DACH market.

Design and implement multi-product pipeline generation strategies in collaboration with sales, marketing, partnerships, and event teams across the DACH market.

• Engage with Wholesalers and Online Retailers to enhance strategies around unified commerce.

Engage with Wholesalers and Online Retailers to enhance strategies around unified commerce.

• Provide proactive and precise forecasting to set clear short-term and long-term priorities with actionable plans.

Provide proactive and precise forecasting to set clear short-term and long-term priorities with actionable plans.

• Build influential relationships with C-level executives in large companies throughout the Benelux region.

Build influential relationships with C-level executives in large companies throughout the Benelux region.

• Attract and develop a high-performing team, fostering a culture of experimentation, development, and consistent performance.

Attract and develop a high-performing team, fostering a culture of experimentation, development, and consistent performance.

• Support and drive Shopify's global expansion efforts.

Support and drive Shopify's global expansion efforts.

• Lead by example, sharing your expertise and experiences to inspire and guide the team.

Lead by example, sharing your expertise and experiences to inspire and guide the team.

Qualifications:

Qualifications:

• Fluency in English and German is required.

Fluency in English and German is required.

• Proven experience in creating and scaling sales strategies and playbooks.

Proven experience in creating and scaling sales strategies and playbooks.

• Demonstrated ability to generate multi-product pipelines and drive complex sales evaluations.

Demonstrated ability to generate multi-product pipelines and drive complex sales evaluations.

• Experience working with companies between 25-500M in revenue and private equity firms

Experience working with companies between 25-500M in revenue and private equity firms

• Strong forecasting skills with a track record of setting and achieving ambitious goals.

Strong forecasting skills with a track record of setting and achieving ambitious goals.

• Experience in influencing C-level executives in large corporations.

Experience in influencing C-level executives in large corporations.

• Proven ability to build and lead high-performing teams.

Proven ability to build and lead high-performing teams.

• Passion for supporting and realizing global business aspirations.

Passion for supporting and realizing global business aspirations.

Bonus:

Bonus:

• True Unified Commerce experience is an asset!

True Unified Commerce experience is an asset!

What we’re looking for in salespeople

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.

Builder mindset: You don’t just follow a playbook—you improve it. You test, iterate, document, and scale what works.

Builder mindset

• Closing discipline: You’ve owned outcomes and can run a process forward with urgency and rigor (closing experience required for AE roles).

Closing discipline: You’ve owned outcomes and can run a process forward with urgency and rigor (closing experience required for AE roles).

Closing discipline

• Outbound excellence: You proactively create a pipeline through high-intent outreach across channels (calls, email, social, events, partners).

Outbound excellence: You proactively create a pipeline through high-intent outreach across channels (calls, email, social, events, partners).

Outbound excellence

• Technical sales craft: You run structured discovery, quantify impact, build mutual plans, and maintain strong CRM hygiene/forecasting.

Technical sales craft: You run structured discovery, quantify impact, build mutual plans, and maintain strong CRM hygiene/forecasting.

Technical sales craft

• Execution intensity: You bring pace, resilience, competitiveness, and the ability to take a hit and keep going.

Execution intensity: You bring pace, resilience, competitiveness, and the ability to take a hit and keep going.

Execution intensity

• High agency: You default to action, take ownership, and don’t wait to be told.

High agency: You default to action, take ownership, and don’t wait to be told.

High agency

• Thrive in ambiguity + change: You stay effective when priorities shift, products evolve, and you’re building while selling.

Thrive in ambiguity + change: You stay effective when priorities shift, products evolve, and you’re building while selling.

Thrive in ambiguity + change

• Partner ecosystem experience: You’ve sourced, influenced, or co-sold deals with partners (agencies, SIs, ISVs, referral partners).

Partner ecosystem experience: You’ve sourced, influenced, or co-sold deals with partners (agencies, SIs, ISVs, referral partners).

Partner ecosystem experience:

• System-to-system / integration exposure: You can confidently sell into technical requirements (APIs, ERPs, POS, middleware) alongside Solution Engineers.

System-to-system / integration exposure: You can confidently sell into technical requirements (APIs, ERPs, POS, middleware) alongside Solution Engineers.

System-to-system / integration exposure:

How we work

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.