B2B Wholesale Sales - DACH (Senior)

Shopify

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

• 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 25-500M 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 the discipline

• Sales at Shopify

• Every discipline at Shopify works close to real merchant problems. You'll join a team that owns meaningful scope, ships to a high bar, and helps millions of entrepreneurs start, run, and scale their businesses.

• Growth and rewards

• Mastery-matched compensation.

• ~Mastery

• At Shopify, getting better at your craft and increasing your impact is how you grow. Twice a year, we assess both in our ~Mastery cycle, Shopify’s performance review. Achieving higher ~Mastery is a promotion, and when you earn a promotion your total rewards grow with it. Crafter and manager are equal paths, so you can pursue excellence in the craft you’re best at.

• Total Rewards

• With Flex Comp, your Rewards Wallet gives you agency over your compensation mix. Adjust your mix of cash, restricted share units, and stock options (including programs like Long-Term Equity)* to where it makes sense for you, and mix it up anytime as life and priorities change. Buying a house? Want more skin in the game? Just experimenting? It’s your call.

• Flex Comp program offerings vary based on location, role, and employment type. Full details are set out in our Terms & Conditions and related plan documents.

• Built for real life

• Room for the rest of your life.

• Flexible work, remote by design

• A flexible vacation policy means most Shopifolk can take the vacation days they feel they need to recharge.

• If a change of everyday scenery is more your jam, Destination 90 means you can work from (almost) anywhere in the world for 90 days of the year.

• Your setup

• Your battlestation is your home base. Request the desk, chair, and AV gear you need to get shit done.

Benefits

• You need ‘em, we’ve got ‘em. Our health and welfare benefits may include health, dental, vision, disability, and life insurance depending on your country. If you’re in a country without a package, you'll receive a monthly allowance. We also offer mental health support for you and your dependents, including immediate and confidential services like counseling and coaching sessions.

• Family support

• We offer fertility benefits globally, along with paid parental leave to welcome a new family member.