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About Shoplift

Most ecommerce brands are leaving 20%+ of their revenue on the table. Not because they're bad at marketing or have weak products—but because they're guessing instead of testing.

Shoplift is the fastest, easiest A/B testing platform built specifically for Shopify merchants. We make experimentation fast, visual, and actually useful—no engineering team required, no month-long test cycles, no statistics degree needed. We've helped 2,000+ Shopify brands—including Skullcandy, Our Place, Casper, KITH, and Liquid Death—discover what actually converts. We're one of fewer than 80 Shopify Certified Technology Partners, and the only A/B testing app to earn that distinction.

What makes us different isn't just the product—it's our go-to-market engine. Our partnerships team is deeply integrated with the Shopify ecosystem and top agencies. Our customer success team doesn't just onboard brands—they help them run winning tests and find revenue. These aren't nice-to-haves; they're competitive moats.

The Role

As Director of Sales at Shoplift, you'll build and lead the sales organization that drives our next phase of growth. You'll take a small, high-performing sales team and scale it into a full sales org with real process, real enablement, and a culture of winning.

Here's what you're walking into: A company with strong product-market fit, proven demand (Shopify Plus brands are installing our app daily without sales contact), a thriving partnerships motion, and a sales team that's already closing. Your job is to build the machine that turns all of that into something 3-5x bigger. You're not inheriting a broken team and being asked to "fix" it. You're not parachuting into a mature org and running someone else's playbook. You're building.

Your first 90 days are an immersion phase. You'll ride along on live deals, shadow your reps, work your own opportunities to learn the sales cycle end-to-end, and start documenting what you see—what's working, what's breaking, where the gaps are. By day 90 you'll have a point of view on the sales process, a hiring plan, and a draft playbook. You're not carrying a quota—you're learning the business deeply so you can build on a real foundation, not assumptions.

Then you build. Hire AEs. Formalize the playbook. Stand up territory plans, coaching cadences, and forecasting infrastructure. Create the enablement function. Set the standard for what great looks like on this team. By month 6-9, you're primarily leading, coaching, and scaling.

The sales culture you'll build matters as much as the systems. We sell with quiet intensity — deeply technical, genuinely customer-obsessed, and relentless about winning without resorting to tactics that fatigue or pressure prospects. Our sellers win because they know the product cold, because they're true partners to the agencies and brands in this ecosystem, and because they believe — with evidence — that Shoplift is the best tool for the job. You'll build a team that refuses to lose to competitors not through aggression, but through preparation, conviction, and an obsession with making customers successful. If you've built sales teams that operate this way, we want to talk to you.

One thing to know about our GTM motion: Pipeline here comes from three sources—marketing-driven inbound, a strong and growing partnerships channel, and sales-sourced outbound. You'll need to build a team that can work all three, not just sit on inbound and wait for leads. The partnerships motion in particular is a meaningful part of how we sell, and you'll work closely with our Partner Managers to maximize co-sell opportunities.

What You'll Do

Build & Scale the Sales Team

• Own all sales hiring—source, interview, select, and onboard AEs who raise the bar
• Design ramp plans that get new hires productive fast
• Create the team culture and performance standards from the ground up
• Build coaching cadences and accountability frameworks that develop reps, not just monitor them

Create Scalable Sales Infrastructure

• Develop the sales playbook: discovery frameworks, demo structures, objection handling, competitive positioning, pricing conversations
• Design territory plans and lead distribution models as the team grows
• Build forecasting and pipeline management processes that leadership can trust
• Stand up sales enablement—training materials, call libraries, onboarding programs

Drive Sales Performance

• Coach reps through live deals—join calls, debrief, identify patterns, raise the bar
• Run pipeline reviews and deal inspections that surface risks early and accelerate wins
• Analyze conversion rates, cycle times, win/loss patterns, and translate data into action
• Manage up aggressively—flag product gaps, demand marketing support, advocate for what your team needs to win

Partner Cross-Functionally

• Work closely with Partnerships to maximize co-sell opportunities with agencies and tech partners
• Collaborate with Customer Success on handoff processes, case study generation, and expansion motions
• Partner with Marketing on messaging, positioning, and pipeline generation
• Represent the sales perspective in product and strategy discussions

You're a Great Fit If...

Must-haves:

• 5-8+ years in B2B SaaS sales with at least 2 years in a management or team leadership role
• Built or scaled a sales team from early stage—you've gone from a handful of reps to a real org, not just inherited a functioning team
• Process builder—you've created playbooks, territory plans, ramp programs, and coaching frameworks. You build machines, not just manage people
• Strong coaching instincts—you develop reps through direct feedback, call reviews, and structured skill-building, not just pipeline pressure
• Analytical rigor—you can build a forecast model, diagnose conversion bottlenecks, design quota structures, and present data-backed headcount plans
• Competitive drive—you want to win, you set a high bar for yourself and your team, and you're relentless about improving
• Consultative selling DNA—you understand relationship-driven, value-based selling and can teach it to others
• Comfort with ambiguity—you've worked in environments where you had to figure it out, not follow instructions

Strong preferences:

• Experience selling to ecommerce brands, Shopify merchants, or within the Shopify ecosystem
• Background in CRO, marketing technology, analytics, or adjacent categories
• Experience with $10-20K ACV deals and 30-60 day sales cycles
• Familiarity with partner/channel-driven GTM motions

You'll struggle here if:

• You need a fully built infrastructure handed to you—you're building it
• You're a "strategy person" who doesn't want to get into the details of rep coaching and deal mechanics
• You're more comfortable managing spreadsheets than developing people
• You expect 100% inbound pipeline and aren't willing to build outbound muscle into the team

What Makes This Different

1. Product-Market Fit Is Proven—You're Scaling What Works This isn't a bet on a product that might find traction. Demand is real—Shopify Plus brands are finding us organically every day. You're building the team and systems that capture an opportunity that already exists, backed by the only A/B testing app with Shopify's Certified Technology Partner status.

2. Your Team, Your Way You'll hire your own reps, build your own processes, and set your own standards. We're not asking you to execute someone else's vision—we're asking you to create yours.

3. Real Leadership Access You'll work directly with the VP of Revenue and CEO. Your perspective shapes strategy. This isn't a middle-management layer—it's a leadership role with a seat at the table.

4. Growth That Matches Your Ambition We're scaling fast. The opportunity for this role to grow in scope and responsibility is real and directly tied to your impact—not politics, not tenure.

Compensation & Benefits

Base Salary: $175,000 – $185,000

Team Performance Bonus: Eligible for performance bonus tied to team attainment

Equity: Significant equity in a high-growth startup

Benefits:

• Comprehensive medical, dental, and vision coverage
• Generous PTO including paid parental leave
• Professional development budget

Interview Process

1. Intro call with Head of Operations (30 min)
2. Interview with VP of Revenue (45 min)
3. Sales leadership case study: "Here's our sales org today—walk us through your 90-day plan" (60 min)
4. Final conversation with CEO (30 min)

Timeline: 2-3 weeks from application to offer