Senior Account Strategist, Ads

The Ad Sales team helps merchants grow with Shopify’s native digital advertising product, Shop Campaigns. This team plays a pivotal role in selling, implementing, and influencing the direction of the product to make the best digital advertising solution for merchants.
Responsibilities
- Own quarterly Shop Campaigns activation, expansion, and ad spend quota across an assigned book of Shopify merchants.
- Build and execute a territory plan for a portfolio of 250+ merchants, in tandem with Customer Success Managers
- Run a mix of high-volume transactional motions and deeper consultative sales cycles with merchants ranging from approximately $5M to $200M in GMV.
- Leverage AI to identify high-fit merchants, prioritize outreach, and create pipeline from existing Shopify accounts using merchant performance signals, campaign data, and business context,
- Manage and accurately forecast a pipeline of 30+ active opportunities, maintaining strong CRM hygiene and clear next steps.
- Partner with Product, Product Marketing, and Revenue Operations to share merchant feedback, surface activation blockers, and influence the evolution of the Shop Campaigns go-to-market motion.
Qualifications
- Proven track record of meeting or exceeding quarterly sales quotas in a high-volume sales environment (50+ opportunities / quarter)
- Experience balancing transactional selling with more complex, consultative conversations across a large book of accounts.
- Strong ability to prioritize accounts, manage competing opportunities, and create momentum in a pipeline of 30+ active deals.
- Comfortable using data to shape sales conversations, identify merchant opportunities, and communicate business impact.
- Excellent communication skills, with the ability to build trust with merchants and collaborate effectively with CSMs, Product, Product Marketing, and Revenue Operations.
- Strong execution discipline: able to define weekly activity, pipeline generation, activation, and close-won goals — and consistently deliver against them.
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.
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.