Strategic SDR - EMEA Enterprise

Shopify

We’re building a more strategic SDR motion across Shopify’s EMEA Enterprise segment.

This role is not about creating more generic activity. You’ll work a focused set of complex accounts and turn real signals into coordinated account plays. That means researching the business, developing a clear “why now,” mapping the buying group, and creating personalised outreach across email, phone, LinkedIn, events, gifting, and partner motions.

You’ll work closely with Account Executives & Marketing to create qualified pipeline while protecting the prospect experience and avoiding overlapping outreach.

Key responsibilities

• Build account-level hypotheses using business, technology, engagement, and relationship signals.

• Map and validate multiple stakeholders across ecommerce, digital, payments, finance, retail operations, IT, and executive leadership.

• Create thoughtful, highly personalised multichannel outreach.

• Activate plays & campaigns across priority prospects, engaged accounts, and relevant closed-lost opportunities.

• Run early qualification to understand fit, priorities, stakeholders, timing, and the decision process.

• Deliver clear, actionable handoffs that prepare the AE to advance the opportunity.

• Coordinate closely with account teams before outreach to prevent duplication or account fatigue.

• Test new approaches- including events, gifting, partner content, and account-specific assets- and share what the market is telling us.

• Maintain accurate CRM data and measure success through qualified pipeline, opportunity progression, reactivation, and conversion quality.

What makes this role different

Enterprise accounts require more depth, patience, and judgment than a traditional volume-based SDR motion. You’ll work fewer accounts more intentionally, navigate larger buying groups, and collaborate closely with the broader account team.

Qualifications

• Proficiency in English is required for all roles; additionally, a native or bilingual level of proficiency in Italian and either Spanish or French is required.

• A relationship builder who is motivated by creating and advancing real opportunities.

• Strong business curiosity and the ability to quickly understand a prospect’s situation.

• Excellent written communication and confidence engaging prospects by phone.

• Strong fluency with AI tooling.

• Sound judgment around account prioritisation, personalisation, and stakeholder strategy.

• Ruthless time management and the ability to operate through ambiguity.

• A collaborative approach to working with AEs and cross-functional partners.

• Comfort using data and performance signals to improve your approach.

• Strong CRM discipline and ownership of your work.

• Shopify product knowledge or the ability to build it quickly across our platform, Shop Pay, POS, and B2B capabilities.

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.