Lead Account Executive for DACH

Shopify

Join Shopify's Large Accounts team as a Lead Account Executive for DACH. You'll own the largest and most complex opportunities in our commercial segment, partnering with established consumer brands across Germany, Austria, and Switzerland as they modernize and consolidate their commerce stack on Shopify.

This is a senior new business role: longer cycles, bigger buying committees, higher stakes. You'll orchestrate complex evaluations end to end, engaging C-level stakeholders and working closely with Solution Engineering, Partners, and Product.

Key responsibilities

• Own a book of the largest DACH accounts: source, build, and manage your pipeline with precise forecasting.
• Develop and execute strategic account plans to land high-value new logos and expand strategic merchants.
• Lead complex, multi-stakeholder evaluations across digital, IT, finance, and the C-suite; keep momentum with mutual action plans.
• Lead replatforming and consolidation evaluations against legacy and composable stacks, with a rigorous TCO and business case.
• Create sales playbooks for complex evaluations, collaborating with Solution Engineers, Partners, and internal teams.
• Negotiate complex, high-value agreements with win-win outcomes.
• Leverage the DACH partner ecosystem (agencies, systems integrators) to source, influence, and accelerate deals.
• Leverage (and build your own) AI agents to reduce toil and sharpen deal execution.
• Travel within DACH to engage clients, attend trade shows, and run executive meetings.

Qualifications

• Native or near-native German and professional English are required. You run boardroom-level conversations in German.

• Extensive experience in a closing role selling to large or enterprise accounts, with a track record of landing new logos and exceeding targets.

• Expertise negotiating complex deals with multiple stakeholders and long evaluation cycles.

• Structured qualification and discovery discipline (MEDDICC or MEDDPICC); evidence-based forecasting with clear action plans.

• Ability to sell into technical requirements (APIs,ERPs, POS, middleware) alongside Solution Engineers.

• High agency and execution intensity: you default to action and stay effective in ambiguity.

• Experience with CRM and sales engagement tools (e.g. Salesforce, Salesloft, LinkedIn).

• Bonus

• Experience with commerce platforms, POS, or fintech.

• Existing network in the DACH e-commerce and retail ecosystem.

• Experience co-selling with partners (agencies, SIs, ISVs).

• 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.