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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.

Location: Remote across the US

The Role

As Director of Sales at Shoplift, you'll lead our sales team from the front. This is a true player/coach role: you'll carry a quota and close deals yourself while coaching a high-performing AE team, standing up our BDR function, and sharpening the process and enablement that's already in place. You're not building from zero — there's a working playbook, a ramped team that's closing, and real resources to lean on. Your job is to raise the team's ceiling through your own selling, your coaching, and smart, surgical improvements to what already works — not a rip-and-replace.

This is an AI-native sales role. We don't mean you've tried ChatGPT. We mean AI is woven into how you sell and how you run a team: research and account planning, pre-call prep, call analysis and coaching at scale, pipeline hygiene, forecasting, follow-up. You'll set the standard for an AI-first sales motion at Shoplift, build the workflows and the stack, and raise every rep's fluency — not as a side project, but as a core part of how this team wins. The best sellers we talk to have already rebuilt their own workflow around AI; we want the person who can do that for a team.

The sales culture you'll reinforce 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 lead a team that refuses to lose to competitors not through aggression, but through preparation, conviction, and an obsession with making customers successful.

Our pipeline comes from four sources, and the best one is relationships. Marketing-driven inbound, a strong and growing partnerships channel, sales-sourced outbound — and, the one we most want you to build, referrals from your own customers. The reps who win here aren't running transactional plays; they stay close to the brands they've sold, earn the next introduction, and turn a happy customer into the next three deals. The common thread across everything we do is relationships, not transactions. You'll sell and coach across all four channels and work closely with our Partner Managers to maximize co-sell.

What You'll Do

Sell

• Carry a quota and run deals end-to-end across all four channels — inbound, partner, outbound, and customer referrals
• Build the referral motion: stay close to the brands you and the team have sold, and turn happy customers into the next deals
• Model the standard — your calls become the call library, your deals become the teaching examples

Coach & Lead the Team

• Run weekly 1:1s, call reviews, and deal coaching for the AE team
• Run pipeline reviews and deal inspections that surface risks early and accelerate wins
• Build accountability frameworks that develop reps, not just monitor them
• Hire, onboard, and ramp BDRs; build the engine that feeds the team

Build an AI-First Sales Org

• Design the AI-native sales motion: the workflows, prompts, and tooling for research, prep, call analysis, pipeline hygiene, and forecasting
• Coach the team to AI fluency — make the leverage real for every rep, not just yourself
• Sharpen the existing playbook — discovery, demos, objection handling, competitive positioning, pricing — through targeted improvements, not a year-one overhaul
• Own sales metrics and forecasting leadership can trust; translate conversion, cycle-time, and win/loss data into action

Partner Cross-Functionally

• Work closely with Partnerships to maximize co-sell opportunities with agencies and tech partners
• Collaborate with Customer Success on handoffs, case studies, and expansion — the foundation of the referral motion
• Partner with Marketing on messaging, positioning, and pipeline generation
• Manage up — flag product gaps, marshal marketing support, advocate for what your team needs to win

You're a Great Fit If...

Must-haves:

• AI-native seller and leader — AI is already core to how you sell and how you'd run a team. You've rebuilt your own workflow around it (research, prep, call analysis, pipeline, forecasting), you have a point of view on the stack, and you can raise a whole team's fluency. This is the bar that most distinguishes the person we hire.
• 9–12+ years in B2B SaaS sales including recent quota-carrying experience — you still close, and you can prove it with numbers
• 3+ years coaching or leading sellers — formally or as a player/coach — with reps who got measurably better under you
• Relationship-led seller — you build durable customer relationships and turn them into referrals and expansion, not one-and-done transactions
• Knows how to improve what works — you've built and scaled playbooks, ramp programs, and coaching frameworks elsewhere, and you have the judgment to sharpen an existing system surgically rather than tear it down
• Analytical rigor — you can build a forecast, diagnose conversion bottlenecks, and defend your numbers to a CEO and CFO
• Consultative selling DNA — relationship-driven, value-based selling you can both do and teach
• Competitive drive and comfort with ambiguity — you set a high bar and figure it out without a fully built infrastructure

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
• Experience standing up or managing BDR/SDR teams

You'll struggle here if:

• You haven't closed-won anything recently
• You use AI as a chatbot and nothing more
• Your favorite outbound channel is email
• You're not obsessed with ecommerce brands and helping them win

What Makes This Different

1. Product-Market Fit Is Proven — You're Scaling What Works. Demand is real; Shopify Plus brands find us organically every day. You're sharpening a team and a motion that already win, backed by the only A/B testing app with Shopify's Certified Technology Partner status.

2. You Carry a Number and Build the Team. No layers between your work and the result, and no ambiguity about what success looks like.

3. Real Leadership Access. You'll work directly with the VP of Revenue and CEO. Your perspective shapes strategy. This is a leadership seat with a quota, not a middle-management layer.

4. Growth That Matches Your Ambition. As the team's results compound, this role's scope grows with them — tied to your impact, not politics or tenure.

Compensation & Benefits

• On-Target Earnings: $300,000 (base + performance-based variable)
• Equity: Significant equity in a high-growth startup
• Comprehensive medical, dental, and vision coverage
• Generous PTO, including paid parental leave
• Professional development budget

Interview Process

1. Screening & cultural interview (45 min)
2. Operational interview (45 min)
3. Case study — "Here's our sales org today; walk us through your plan" (60 min)

Timeline: 2–3 weeks from application to offer