Senior Account Executive, B2B Wholesale

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.
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.
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 **M in revenue and private equity firms
Strong 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 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 ****, 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.
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-firs