Founding Account Executive

Our client is looking for a Founding Account Executive to build its outbound sales efforts from the ground up.

The company offers a Shopify app that helps e-commerce merchants create better gifting experiences through branded gift cards, scheduled gift delivery, corporate gifting, and giftable subscriptions. The product serves businesses looking to improve the customer experience and unlock additional revenue opportunities.

Until now, growth has primarily come through the Shopify App Store. The company is now looking to build a predictable outbound sales pipeline, establish relationships with high-potential merchants and agency partners, and drive new business growth.

This is not a traditional Account Executive role with an established pipeline, predefined sales playbook, and marketing team generating leads. You'll be the first dedicated sales hire, working directly with the founders to define the ideal customer profile, build the sales process, identify opportunities, and own the entire sales cycle from prospecting to closing.

If you're a hands-on sales professional who enjoys autonomy, knows how to open doors, and wants to have a direct impact on a growing SaaS product, this could be an excellent opportunity.

Responsibilities

• Build the outbound sales function from scratch, establishing the processes, tools, and workflows needed to generate predictable revenue.

• Define and refine the ideal customer profile (ICP), prioritizing Shopify Plus merchants and other high-potential e-commerce businesses.

• Research target companies, identify decision-makers, and build qualified prospect lists using tools such as Apollo, LinkedIn Sales Navigator, Store Leads, Clay, or similar platforms.

• Develop and execute multichannel outbound campaigns through cold email, LinkedIn, and cold calling.

• Own the full sales cycle, including initial outreach, discovery calls, product demonstrations, negotiations, and closing deals.

• Sell the company's Enterprise solution, demonstrating how its gifting capabilities can help merchants improve their customer experience and generate additional revenue.

• Build relationships with Shopify agencies, technology partners, and other potential referral sources to develop new business channels.

• Work directly with the founders to leverage their existing network and explore new partnership opportunities.

• Set up and manage the CRM, sales engagement tools, pipeline stages, and reporting processes.

• Track key sales metrics, analyze campaign performance, and continuously optimize outreach strategies and conversion rates.

• Gather market feedback, identify customer needs, and share insights with the founders to help shape the product's sales strategy.

• Establish a repeatable sales process that can support the company's growth over time.

Requirements

• Proven experience in full-cycle B2B sales, with personal ownership of prospecting, discovery, demos, negotiations, and closing.

• Experience selling SaaS products, e-commerce solutions, or services to e-commerce merchants.

• A track record of generating new business through outbound sales rather than relying exclusively on inbound leads.

• Hands-on experience creating cold outreach campaigns across email, LinkedIn, and ideally phone.

• Experience researching target accounts, identifying decision-makers, and building prospect lists independently.

• Ability to define an ideal customer profile, prioritize accounts, and develop a structured outbound strategy.

• Experience setting up or improving CRM systems, outreach tools, pipeline stages, and sales reporting.

• Strong commercial awareness and the ability to connect product capabilities with customer needs and business outcomes.

• Comfortable working independently, making decisions, and building processes without an established sales playbook.

• Excellent communication, negotiation, and relationship-building skills.

• C1-level English, with the ability to confidently lead discovery calls, deliver product demos, and negotiate with US-based business owners.

• Availability to work during US business hours.

• Willingness to work as a full-time contractor.

Nice to have

• Experience selling Shopify apps or other products within the Shopify ecosystem.

• Familiarity with Shopify Plus merchants and direct-to-consumer (DTC) brands.

• Existing relationships with Shopify merchants, e-commerce agencies, or technology partners.

• Experience building agency partnerships, referral programs, or other indirect sales channels.

• Previous experience as a founding salesperson or one of the first sales hires at a SaaS company.

• Familiarity with tools such as Apollo, Clay, LinkedIn Sales Navigator, Store Leads, BuiltWith, HubSpot, or similar platforms.

• Understanding of e-commerce metrics such as average order value (AOV), customer lifetime value (LTV), retention, and conversion rates.

• Experience selling products related to gift cards, loyalty programs, customer retention, subscriptions, or upselling.

• Experience selling to US-based customers in a remote, international environment.

What You'll Get

• A founding sales role with real ownership. Build the outbound sales function from the ground up and shape how the company approaches new business.

• Direct access to the founders. Work closely with the co-founders, contribute to strategic decisions, and see the direct impact of your work.

• A live product with an existing customer base. Focus on expanding the reach of an established Shopify app rather than selling a product that has yet to find its market.

• Freedom to build your own sales process. Choose the tools, experiment with outreach strategies, refine the ICP, and develop a repeatable approach to generating revenue.

• Company-funded sales tools. Get access to the tools needed to research prospects, run campaigns, and manage your pipeline.

• An international, remote-first environment. Work remotely while collaborating directly with the founders and an established development team.

• The opportunity to shape future growth. Help establish the foundations of a scalable sales operation as the company expands.

Who Will Thrive in This Role

This position is ideal for a hands-on, hunter-type Account Executive who enjoys building rather than inheriting a sales process.

You know how to identify the right prospects, start meaningful conversations with decision-makers, and turn those conversations into paying customers. You're comfortable writing your own outreach, running your own demos, negotiating commercial terms, and taking responsibility for the entire sales cycle.

You don't need a ready-made pipeline, a detailed playbook, or someone telling you what to do next. Instead, you enjoy figuring out what works, testing your assumptions, and turning early successes into a repeatable process.

You'll have direct access to the founders, the autonomy to shape the outbound strategy, and the opportunity to make a measurable contribution to the company's growth.

If you're ready to own the entire sales journey and build something from the ground up, we'd love to hear from you!