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Senior Account Executive
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About the Company
Our client is a profitable, bootstrapped SaaS company that provides returns management software for Shopify brands. The platform helps merchants automate returns, exchanges, and store credit, while supporting international shipping and complex return policies.
The company is experiencing strong year-over-year growth and serves a diverse range of eCommerce businesses, from smaller DTC brands to larger Shopify Plus operations.
Until now, the founder has been responsible for closing sales, and the company is now looking to bring in an experienced sales professional to take ownership of the sales process, build a scalable approach, and help accelerate growth.
The Role
You will be our first dedicated sales hire, owning the commercial motion for small and mid-sized accounts end to end: inbound response, demos, evaluations, follow-up, and close.
There is real demand already in place. A steady flow of demo requests and trial installs comes in every week, a referral network of 3PL and agency partners sends warm intros, and dozens of open deals are in the pipeline at any time.
What You Will Do
- Own inbound: respond to demo requests and trial signups the same day, qualify, and book calls
- Run product demos over video for prospects doing roughly 50 to 500 returns per month, and close them
- Drive evaluations to a decision: recap every call, chase every open thread, never let a warm deal go quiet
- Mine the self-serve base: new installs and active trials are a rich source of deals that today get no sales touch
- Prospect: targeted outbound via LinkedIn and email to brands on competitor platforms and to 3PL and agency partners who can refer merchants (roughly 30% of your time)
- Hand won deals cleanly to our customer success specialist for onboarding, and stay close enough to catch expansion opportunities
- Feed what you hear back into product and marketing, and turn what works into repeatable process
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The founder will keep the largest and most complex deals, with you joining and progressively taking on more.
What Success Looks Like
- First 30 days: know the product well enough to demo it credibly, and take over inbound response completely
- By 90 days: running the full cycle solo for smaller accounts, with demos and follow-up fully off the founder's plate, and consistent closed-won deals each month
- By 6 to 12 months: a documented, repeatable sales motion, a growing close rate on both inbound and self-serve, and a clear case for what the second sales hire should do
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Who You Are
- 3+ years of full-cycle closing experience in B2B SaaS, ideally selling to e-commerce merchants; Shopify ecosystem experience is a strong plus
- Native English speaker with strong written and verbal communication
- Understanding merchant pain points and effectively explaining how we solve them is a key requirement of this role
- Full-cycle by instinct: comfortable prospecting, demoing, negotiating, and closing without a supporting cast
- Proven cold outreach skills: you have written your own LinkedIn and email sequences and booked meetings from cold, without an SDR team behind you
- Relentless about follow-up. You keep a clean pipeline and nothing falls through the cracks
- A clear, concise writer. Most of this job happens over email with busy operators
- Technically curious: able to learn a product deeply, answer real workflow questions on calls, and know when to pull in the founder
- Fluent with modern tooling and AI. (Attio CRM, Gmail, call recording, AI assistants doing real work)
- Self-directed and honest about what is and is not working
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