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Account Executive, Mid Market Cross-Sell

Dovetale

Dovetale

Sales & Business Development
Americas · Remote
Posted on Thursday, August 17, 2023
  • TELECOMMUTEAmericas
  • Sales and Account Management

About Shopify

Opportunity is not evenly distributed. Shopify puts independence within reach for anyone with a dream to start a business. Since 2006, we’ve grown to over 10,000 employees and generated over $496 billion 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
  • Embrace differences and disagreement to get shit done and move forward
  • Work digital-first for your daily work
Shopifyhttps://www.shopify.com

About the role

About the role

The Plus Cross-Sell team is composed of Shopify and ecommerce experts who help our Mid-Market merchants meet and exceed their growth and strategic goals. Our mission is to help our merchants grow by providing value through various product offerings, selling our merchant services solutions, and ensuring a positive merchant experience.

As an Account Executive, you will be responsible for meeting and exceeding quarterly profitability targets. You will create and present quarterly territory plans that map out the path to attainment. You will collaborate closely with a variety of teams including, but not limited to, Merchant Success, Pricing, Solutions Engineering, Product, and Leadership.

You will manage a book of business that will involve a balanced approach of winning many transactional opportunities and a handful of big-rock, complex opportunities each quarter.

If you’re passionate about sales, and you truly enjoy helping businesses unlock the next level of their potential, then this role is for you.

Responsibilities:

  • Building relationships with merchants, understanding their unique business needs, and teaching merchants how Shopify products can facilitate their growth
  • Balancing transactional wins while managing full and complex sales cycles with merchants, from initial conversations to contract negotiations, and effectively moving through the sales cycle
  • Forging strong internal and external relationships by mastering communication and influence, and adopting a consultative and solutions-oriented approach
  • Mapping account strategies and employing collaborative selling techniques as you partner with internal resources to drive additional value and expertise
  • Developing strategic quarterly plans and delivering on them through effective pipeline management and forecasting
  • Making the most of the opportunity to work at an amazing, innovative, and rapidly growing sales team, have an impact, and do something incredible!

Qualifications

  • Demonstrated experience in full and complex sales cycles, preferably in technology or software product environment
  • Equally comfortable with high-volume outbound selling and strategic, complex selling
  • Proven track record of over-achieving quota consistently and predictably
  • A passion for talking to people, with undeniable curiosity to understand their unique business needs, and ability to persuasively illustrate how they can 10x their business
  • Experience orchestrating multiple internal resources to strengthen sales initiatives, solve merchant problems, and close deals
  • Energy, motivation, and self-discipline to stay focused while working in a self-directed manner while navigating through a fast-paced and ambiguous environment
  • High comfort level with getting deep into technical product knowledge and becoming a Shopify product expert
  • Extensive experience with sales tools (i.e. Salesforce, Gong, Salesloft, Linkedin)
  • Experience with MEDDICC, BANT & Challenger Sales methodology is a plus

We know that applying to a new role takes a lot of work and we truly value your time. We’re looking forward to reading your application.

At Shopify, we are committed to building and fostering an environment where our employees feel included, valued, and heard. Our belief is that a strong commitment to diversity and inclusion enables us to truly make commerce better for everyone. We strongly encourage applications from Indigenous peoples, racialized people, people with disabilities, people from gender and sexually diverse communities and/or people with intersectional identities.

All your information will be kept confidential according to EEO guidelines.

The shape of a Shopify career

Ben joined Shopify as a frontline Support Advisor with no background in programming or computer science. He’s now a Director of Engineering. Spanning 10 jobs on 7 teams in 9 years, Ben’s Shopify career path has twisted and turned as he’s worked relentlessly to pursue a career as an engineer and adapted to the pace of change—all fuelled by personal and professional hypergrowth.

Our mission as a company is to spread entrepreneurship and help individuals become their own bosses and take control over their lives. I truly believe this mission and value in extreme personal growth and development extends to what’s expected as a Shopifolk. Shopify doesn’t like to tell people what to do. Not only is your career in your own hands, a lot of your day-to-day is too, which can be jarring for many people. To thrive here, you need to be someone who’s willing to take big bets on yourself and figure things out on your own.

Ben Cox
Director, Support & CX Engineering

Ben’s growth trajectory

2014-2016

  • A support advisor for 2 years
  • Studied dev skills. Learnt about our API. Became first API support person. Found bugs to fix.
  • Eventually became a software dev

2017-2019

  • Helped launch first finance product for merchants
  • Became senior dev and launched new support contact centre
  • Led a team as a dev manager

2020-2022

  • Scaled a team from 4 to 60+ as a senior dev manager
  • Became Director for Support and CX Engineering

We hire people, not resumes. If you think you’re right for the role, apply now.

First things first

We want to ensure you’re the type of person who will thrive here so we can move you quickly through our hiring process. Before completing the job application, please check all the statements that apply to you below:

It looks like you might not be a great fit for Shopify at this time — while we encourge everyone to apply, we are looking for someone who can meet all these criteria.

Application