Sr. Lead, Sales Development & Pipeline Acceleration

United States
23 Nov 2021
06 Dec 2021
We are looking for an Inside Sales leader to join our North American Marketing Team as Sr. Lead, Revenue Acceleration. This leader's objective is to build and lead a team of Sales Development Reps and Marketers toward a mission of improving funnel conversion rates, and maximizing pipeline creation for Shopify's North American Sales team. The ideal candidate will have extensive experience building and leading high-growth Sales and Marketing teams to over-achievement of targets and quotas. They obsess about the details behind funnel analysis, experimentation, systems design and process refinement, training and onboarding, technology systems, and outcome measurement. This is an ideal role for a strategic, and curious systems thinker who can be impactful across a large organization, at senior levels.

Objectives & Responsibilities:
  • Hire, train, and lead the Sales Concierge (Sales Development Reps) team focused on creating qualified sales opportunities in excess of targets.
  • Build and lead a small team of marketers focused on optimizing the North American marketing funnel's conversion rates.
  • Architect feedback loops between Sales Concierge, Sales, and Marketing to improve data quality, merchant targeting, processes, timelines, and ultimately opportunity volume.
  • Foster a culture of innovation, experimentation, collaboration, and velocity that tears down traditional walls between sales and marketing.
  • Nurture strong relationships with internal stakeholders (Sales, Marketing, Data Science, Finance) to execute on current GTM strategy and develop new strategies which:
    • Continually optimize lead conversion & maximize return on investment
    • Improve prospect and merchant experience
    • Accelerate Shopify's revenue growth
  • Inform, consult and champion (as required) on cross-functional global strategies related to, but not exclusive to;
    • Marketing Operations (lead scoring, tooling, etc)
    • Sales Operations (forecasting, headcount planning, etc)
    • Global Revenue Technology & Operations (Salesforce, sales tooling, etc)
    • Data Science (Reporting, funnel insights etc.)
  • Promote a culture of transparency, accountability, and collaboration
  • Establish Sales Concierge as a high-velocity talent pipeline for our Sales teams
  • Foster individual growth of team members through mentorship, leadership, and coaching, to foster rapid career growth
  • Analyze business and industry trends and implement best practices to keep the team ahead of the curve


Requirements for the role:
  • Extensive experience building and leading both high-growth sales and marketing teams
  • An ability to iterate on minimum viable processes and influence team behaviours to facilitate collaboration at scale without compromising on speed, trust and flexibility
  • Experience with data-based storytelling and decision making
  • Exercising good judgement in ambiguous circumstances
  • Equally strong technical and business acumen
  • Fluent in relationship and stakeholder management cross-functionally
  • Equally strategic and analytical
  • Results driven with a strong bias for action
  • Derives energy from solving problems creatively

Closing date: Monday, December 6 at(11:59PM EDT).

Shopify is now permanently remote, and working towards a future that is digital by default. Learn more about what this can mean for you.

Our belief is that a strong commitment to diversity & inclusion enables us to truly make commerce better for everyone. We encourage applications from Indigenous peoples, racialized people, people with disabilities, people from gender and sexually diverse communities, and/or people with intersectional identities. Please take a look at our Sustainability Reports to learn more about Shopify's commitments to our communities, and our planet.

At Shopify, we understand that experience comes in many forms. We're dedicated to adding new perspectives to the team - so if your experience is this close to what we're looking for, please consider applying.

How we hire

At Shopify, we put a lot of care and time into who we hire. We believe that in order to build the best products, we need to build high impact teams. Our recruitment process centres around what we call the Life Story interview, a conversational-style interview where we get to learn more about you.
Learn more about our hiring process

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