Pipe17 - Ecommerce Account Executive – Hunter (Outbound)
Requirements
• 5–10+ years in B2B SaaS sales with a track record of outbound-sourced pipeline and closed revenue. You’ve hunted before. You have the scars and the wins to prove it • 5–10+ years in B2B SaaS sales • A self-starter in the truest sense. You don’t wait for playbooks. You write them. You don’t need leads. You create them. Monday morning, you know exactly what you’re doing because you planned it yourself • A self-starter in the truest sense. • Creative and resourceful. You find ways in. Warm intros through your network, clever sequences that actually get replies, event plays, partnership angles - you’ve done it all and you’ll do more here • Creative and resourceful. • Comfortable selling into complex organizations. Multi-threaded deals with VP and C-level buyers across Operations, IT, and Finance are your natural habitat • Comfortable selling into complex organizations. • A student of commerce. You understand the post-checkout problem. You know what happens when brands scale channels without operational infrastructure. You can talk to a VP of Operations about order routing logic and to a CFO about total cost of ownership • A student of commerce. • Hungry. Not hungry because you have to be - hungry because you want to be. You’re energized by the challenge of building something from nothing • Hungry. • Experience selling into commerce operations - OMS, ERP, order management, fulfillment, or supply chain software • Familiarity with the Shopify ecosystem and the challenges brands face when replatforming or scaling on Shopify • Understanding of NetSuite, iPaaS, EDI, or the middleware landscape that Pipe17 replaces • Experience at a Series A–C stage company where you had to build, not just execute • A network of contacts in ecommerce operations, retail technology, or supply chain
Responsibilities
• Build Your Own Pipeline - From Scratch • Identify and research high-value target accounts - omnichannel brands replatforming onto Shopify, scaling into new channels, or drowning in post-checkout complexity across multiple 3PLs, marketplaces, and trading partners • Develop creative, multi-channel outbound strategies. Cold calls, targeted emails, LinkedIn, events, industry communities - whatever works. You’ll figure it out because that’s what you do • Map accounts and find the right buyers - VP of Operations, VP of Ecommerce, VP of Supply Chain, CTO, CFO - and get meetings that nobody else can get • Run a Full-Cycle Sales Process • Own the deal from first touch to closed-won • Partner with Sales Engineering to run discovery and demos that show prospects how Pipe17 replaces their entire iPaaS + OMS stack with one platform • Work complex buying committees across Operations, IT, and Finance - and build business cases that make the ROI obvious (our customers are seeing 85% operational cost reduction and 99% fewer fulfillment errors) • Sell the vision of Order Operations as a category - not just a product swap, but a fundamentally different approach to running post-checkout commerce • Be a Creative Business Builder • Bring ideas to the table. If a vertical is underserved, tell us - then go after it. If a new outreach angle is working, share the playbook. If an event or community is full of our ICP, show up • Identify patterns in the market - replatforming waves, Shopify migrations, brands outgrowing their middleware - and turn those patterns into pipeline • Work with Marketing and Partnerships to amplify what’s working in the field, and provide real-time market intelligence back to Product and Leadership • Quota and Comp - Let’s Be Honest About It • Your quota is deliberately lower than a typical AE carrying a mixed inbound/outbound book. We’re not going to pretend that building pipeline from zero and closing it is the same workload as qualifying warm leads. It’s dramatically harder. We know that. • Our expectations for what you build, however, are through the roof. We’re measuring you on more than bookings. We’re looking at accounts opened, pipeline created, deal velocity, competitive wins, and the kind of strategic territory development that compounds over quarters. • The comp plan is built to reward hunting. The accelerators reflect that this is the hardest job in sales. The right person in this seat will out-earn most AEs at companies twice our size.
Benefits
• Commerce platforms have dramatically simplified selling. Shopify, in particular, has become the default storefront for brands at scale. The problem is that everything after the buy button - order routing, inventory orchestration, fulfillment execution, exception handling across channels and partners - is still a mess. Most brands are running on a fragile patchwork of middleware, custom integrations, manual spreadsheets, and legacy OMS platforms that were never designed for modern omnichannel complexity. • That’s exactly what Pipe17 solves. • Pipe17 is the AI-native Enterprise Order Operations Platform. We replace the entire stack of iPaaS + OMS with a single unified operational layer that manages orders, inventory, products, fulfillment, and exceptions in one place. 300+ managed connectors. AI-powered workflows. Go-live in weeks, not quarters. No developer dependency. No systems integrator required. • AI-native Enterprise Order Operations Platform • Every brand replatforming onto Shopify needs to solve what happens after checkout. Every brand scaling into new channels, adding 3PLs, expanding into marketplaces, or onboarding retail trading partners hits the same wall - their post-purchase operations can’t keep up. Pipe17 is the answer to that problem, and right now the vast, vast majority of these brands don’t know we exist. • Brands like Estée Lauder, Allbirds, e.l.f. Beauty, Made In Cookware, Olly, Wyze, Dude Wipes, and Black Rifle Coffee Company already run their post-checkout operations on Pipe17. TikTok Shop named us “Best Enterprise Integration.” We’re defining a new category - Order Operations - and we’re looking for someone to go take the market. • This is a business-building role inside a category-defining company. You’re not joining a mature sales org. You’re helping build one. • A massive market in motion. Thousands of brands are replatforming onto Shopify right now. Every single one of them needs to solve post-checkout operations. The timing for this role is ridiculously good • A massive market in motion. • A product that sells. When prospects see Pipe17 replace their entire stack of middleware, custom integrations, and legacy OMS with one platform - and go live in weeks instead of quarters - they get it. The problem is real, the pain is acute, and the ROI is obvious. Your job is to get in the room • A product that sells. • Category creation. We’re defining “Order Operations” as a category. You won’t be selling into a crowded market with 15 competitors running the same playbook. You’ll be educating buyers and owning the narrative • Category creation. • An incredible customer roster. Estée Lauder, Allbirds, e.l.f. Beauty, Made In Cookware, Black Rifle Coffee Company, Wyze, Dude Wipes - these are the reference accounts you’ll be selling alongside. The social proof is already there • An incredible customer roster. • Direct access to leadership. You’ll work directly with the CEO and founding team. Your feedback shapes strategy. Your wins shape the company • Direct access to leadership. • A comp plan designed for hunters. Lower base-to-quota ratio, higher accelerators, and real upside for the person who proves this motion works. If you’re the one who cracks it, you’ll be building a team under you • A comp plan designed for hunters. • This Role Is Not For You If… • You need inbound leads to hit quota • You’d rather follow a playbook than build one • You think outbound is “just cold calling” • You want a predictable, low-effort path to OTE • You’d rather manage a book of existing accounts than open new ones • Competitive salary • Great healthcare + dental + vision coverage • Retirement plan • Pick your own equipment. We'll set you up with whatever Apple laptop + monitor combo you want plus any software you need. • Unlimited vacation policy. Plus we require you to take at least 2 weeks off each year. We see most employees take 4 weeks off per year. This isn't a vague policy where unlimited vacation means no vacation • Pipe17 is the AI-native Enterprise Order Operations Platform for brands and 3PLs. We replace the fragmented stack of iPaaS, middleware, and legacy OMS with one unified operational layer that manages orders, inventory, products, fulfillment, and exceptions across every channel and partner. • Pipe17 • With 300+ managed connectors, AI-powered workflows, and an industry-first MCP Server for agentic commerce, Pipe17 lets brands go live in weeks, scale into new channels in days, and run post-checkout operations without developer dependency or systems integrators. • Our customers reduce operational costs by up to 85%, cut fulfillment errors by 99%, and launch new channels in days instead of months. Pipe17 is trusted by enterprise brands including Estée Lauder, Allbirds, e.l.f. Beauty, Made In Cookware, Wyze, Olly, Black Rifle Coffee Company, and Dude Wipes, as well as leading 3PLs including Ryder, FedEx, and Barrett Distribution. • Pipe17 is a venture-funded software company headquartered in Seattle, WA with a significant presence in the San Francisco Bay Area. The company is backed by GLP Capital Partners, a leading investor in ecommerce logistics, and recently announced its Series A funding to accelerate growth and category leadership.
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