Sales Manager, SMB Accounts

Shopify's SMB team works with with entrepreneurs and small businesses to help them launch, grow, and scale on the commerce platform that was built for them in the first place.
We're looking for a Sales Manager to lead a team of Account Executives selling Shopify's direct-to-consumer ecommerce platform to small and medium-sized merchants. This is a hands-on first-line leadership role: you'll coach reps, inspect pipeline, sharpen outbound execution, build operating discipline, and help define how Shopify keeps winning in the segment we know best.
What you'll do
- Coach and develop a high-performing, high-volume team of Account Executives.
- Partner with reps on outbound strategy, prospecting quality, discovery, objection handling, and fast-cycle close planning.
- Drive forecast accuracy, pipeline health, and activity discipline across a high-velocity sales motion.
- Inspect the numbers that matter — calls, demos, conversion rates, and deal velocity — and turn them into coaching moments.
- Identify patterns across deals and turn them into stronger, repeatable sales motions for the team.
- Recruit, onboard, and retain exceptional sales talent, and ramp new reps quickly.
- Collaborate with Marketing, Product, Partners, and Customer Success to win and grow SMB merchants, recognizing that SMB reps run full cycle without dedicated SDR or Solutions Engineering support.
- Set a high bar for ownership, urgency, and execution.
What you'll bring
- Experience leading or mentoring AE teams in a high-volume, fast-paced sales environment.
- Track record of exceeding targets as an individual contributor and/or sales leader.
- Strong deal-coaching skills across outbound prospecting, discovery, qualification, objection handling, negotiation, and quick close planning.
- Operational rigor across pipeline inspection, forecast management, activity metrics, and territory execution.
- Builder mindset with the ability to improve process, raise standards, and operate in ambiguity.
- Comfort coaching reps to self-source pipeline, since this team runs a heavily outbound motion.
- Clear, data-informed communication with reps and senior stakeholders alike.
- High standards for talent, accountability, and team culture.
- Why this role matters
Small businesses are deciding where to build their commerce foundation, and most of them already know Shopify. That makes SMB one of the most rewarding and most demanding segments to sell into: we have a corner on the market, so the deals we don't already have usually take real work to win. This team goes out and earns them.
As a Sales Manager, you'll be responsible for more than hitting a number. You'll build the team, the operating rhythm, and the execution standard that keep Shopify winning where it all began.