Senior Account Executive - B2B Wholesale, New Business

Shopify's Commercial team is the partner our merchants count on from early sales to massive scale. We meet merchants where they are with the expertise to transform potential into lasting success.

The opportunity ahead is infinite. If you’re someone who thinks long-term, has great ideas and wants to bring them to life, or is hungry to test the limits of what’s possible, you’ve found your place.

Only the best can build the portfolios that realize Shopify’s - and our merchants' - potential. We’re:

• Serving millions of merchants in over 175 countries, generating over $1 trillion in sales.
• Laser-focused. Only Shopify is 100% focused on commerce with a clear mission.
• Aligned with merchant success. At Shopify, incentive compensation grows as merchants grow - with uncapped upside when they exceed expectations.

Build portfolios, not just pipelines.

Shopify is for those who play the long game. We've completely reimagined how sales works, building a model that matches our ethos: betting on merchant success over the long term. You'll build a portfolio of relationships that compound in value over time, and a portfolio that grows more valuable as your merchants do. We win by helping our merchants win.

Success here means mastering tech stacks and market context so you can make recommendations that have real impact. This demands deep industry knowledge, technical ability, and craft excellence working in harmony. How you collaborate with our partners, invest in yourself, and harness our AI-powered systems and tools will give your work scale, speed, and depth. And when merchants outperform year after year? You share in that success.

About the role

Join Shopify’s B2B Wholesale team as a Senior Account Executive, helping manufacturers, wholesalers and distributors modernize how they sell to business buyers. You’ll acquire new merchants and expand B2B business with existing Shopify merchants in sectors such as industrial supplies, building products and apparel.

You’ll develop a clear understanding of how these businesses operate—from their distribution channels and buyer relationships to the commercial and technical requirements behind an order. Working closely with Solution Engineers and partners, you’ll lead complex evaluations, build measurable business cases and help executives make informed commerce decisions.

Success means creating qualified opportunities, earning trust across business and technical teams, and closing deals that support long-term merchant success. You’ll also bring industry insight and lessons from the field to improve how the team sells.

Key Responsibilities

• Build qualified pipeline through targeted outbound, industry relationships, referrals, partners and events.
• Develop a point of view on your assigned industries, including business models, distribution channels, purchasing behavior and the factors that drive commerce investment.
• Lead discovery with commercial, ecommerce, operations, finance and IT stakeholders to understand current processes, quantify business impact and establish clear evaluation criteria.
• Own end-to-end sales cycles across acquisition and relevant expansion opportunities: discovery, value articulation, stakeholder alignment, evaluation, negotiation and close. Use clear mutual plans to maintain momentum and accountability.
• Partner with Solution Engineers and implementation partners to validate solution fit, integration requirements and a credible path to value within the merchant’s existing technology environment.
• Build durable relationships with executives and other decision-makers. Coordinate internal teams and partners effectively, with clear ownership and handoffs throughout the sales process.
• Maintain precise forecasts, disciplined qualification and actionable account plans. Share merchant insights, test new approaches and document what works so the team improves together.
• Travel as needed to conferences, trade shows and merchant onsites to build relationships and advance opportunities.

Qualifications

• A track record of closing complex B2B sales, managing multi-stakeholder evaluations and delivering results.
• Demonstrated ability to generate qualified pipeline and translate industry knowledge into relevant outreach and account priorities.
• Experience selling to manufacturers, wholesalers or distributors, or demonstrated ability to develop credible expertise in complex B2B markets.
• Understanding of wholesale business models and purchasing requirements, such as customer-specific pricing, catalogs, ordering and reordering, payment terms and established distribution channels.
• Working knowledge of how ERP systems and operational workflows interact with commerce. Ability to uncover integration requirements and explain business trade-offs alongside Solution Engineers.
• Experience selling into businesses with approximately $25M–$500M in annual revenue and navigating their commercial, technical and operational decision processes.
• Strong discovery, business-case development, executive communication, negotiation and forecasting skills.
• Ability to build effective partnerships with Solution Engineers, implementation partners, Marketing, Legal, Finance, Product and Enablement.

Nice to have

• Experience selling commerce platforms or related business software.
• Deep knowledge of a relevant manufacturing, wholesale or distribution vertical.
• Experience sourcing or co-selling opportunities with agencies, systems integrators, technology partners or referral partners.
• Experience working with private equity-backed businesses or companies navigating acquisitions and operational change.

What we’re looking for in salespeople

• Builder mindset: You improve the playbook through thoughtful experimentation, documentation and shared learning.
• Commercial judgment: You distinguish activity from opportunity, qualify rigorously and connect recommendations to measurable merchant value.
• Relationship-led selling: You earn credibility through preparation and industry understanding, and build productive relationships with merchants and partners.
• Ownership and follow-through: You bring urgency, resilience and accountability to complex sales cycles and keep commitments moving.
• Adaptability: You stay effective as priorities and market conditions change, while remaining clear about the merchant’s needs, the decision process and the next step.

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.