Account Executive – Hunter (Outbound)

Location: Remote (US)

Department: Sales

Reports to: chief sales officer 

Here’s the deal.

There’s no inbound pipeline waiting for you. No partner leads getting handed over. No BDR team filling your calendar with warm meetings. You won’t inherit a territory full of existing accounts and ride renewals to quota.

This is a pure outbound hunting role. You find the accounts. You open the doors. You build the pipeline from nothing - and you close it.

If that sounds exhausting, this isn’t your job. If it sounds like exactly what you’ve been looking for - keep reading.

Why This Role Exists

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.

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.

What You’ll Do

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.

Who You Are

• 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
• 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
• 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
• Comfortable selling into complex organizations. Multi-threaded deals with VP and C-level buyers across Operations, IT, and Finance are your natural habitat
• 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
• 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

Nice to Have

• 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

Why the Right Person Will Love This

• 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 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
• 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
• 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
• Direct access to leadership. You’ll work directly with the CEO and founding team. Your feedback shapes strategy. Your wins shape the company
• 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

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