Enterprise Account Executive - Ecommerce at Pipe17

Job description

Our Commitment to Our Team At Pipe17, our values aren’t just words on a wall. They’re how we operate every day. We are a high-performance team built around ownership , urgency , curiosity , and a strong bias for action . We set bold goals, hold ourselves accountable, and move fast to solve customer problems. Every team member owns their decisions and drives outcomes. No one waits for permission. We operate with urgency , but not recklessly. We focus on what matters most, take initiative, and course-correct quickly when needed. We value people who speak up, follow through, and take pride in their work. Curiosity is how we get better. We ask questions, challenge assumptions, and stay open to new ideas. We don’t default to “how it’s always been done.” We explore, test, and learn. That mindset helps us adapt quickly, solve harder problems, and continuously raise the bar. We also embrace AI as a force multiplier . We believe great operators don’t compete with AI - they partner with it. We use AI to move faster, think deeper, and remove friction from our work, while still applying human judgement, creativity, and context where it matters most. Thoughtful use of AI is part of how we scale ourselves and our impact. Finally, teamwork is at our core. We win together, support each other, and celebrate our shared victories. Collaboration across functions is a daily practice, not just something we talk about. We learn from each other, improve constantly, and rally around our mission: unify commerce after the buy button. If these values resonate with how you like to work, you’ll fit right in. THE OPPORTUNITY Pipe17 is the modern commerce operations platform connecting orders, inventory, and fulfillment across every channel and 3PL. We're at an inflection point — demand is outpacing our current sales capacity and we're building the team to match. This AE role is for a closer who can handle both inbound pipeline and self-generated outbound, selling into ops and supply chain leaders at mid-market and enterprise merchants who are scaling past what their current stack can handle. WHAT YOU'LL DO Own the full sales cycle — discovery through close — for mid-market and enterprise new logo accounts. Run a balanced inbound/outbound motion: work qualified pipeline from marketing and SDRs while independently generating outbound in your territory. Sell into operations, supply chain, and ecommerce leadership with a value-based approach — lead with pain and quantified impact, not features. Multi-thread across stakeholders: champion, economic buyer, technical evaluator, and executive sponsor. Accurately forecast your pipeline and maintain clean CRM hygiene throughout every stage. Partner with Solutions Engineering on technical discovery and custom demos for complex deals. Bring structured thinking to deal strategy — using MEDDIC or equivalent to qualify and advance opportunities. MUST-HAVE QUALIFICATIONS ✓ Experience selling into 3PLs or Shopify or DTC Brands ✓ 7+ years of AE closing experience in a SaaS or software platform environment (not services or implementation). ✓ Demonstrated experience selling to operations, supply chain, or ecommerce buyers — not just marketing or IT. ✓ Fluency in value-based selling — you lead with business impact and quantified pain, not demos or feature lists. ✓ Track record at early-stage or growth-stage companies where process was limited and you had to build your own motion. ✓ Proven ability to close $50K–$500K+ ACV deals with multi-stakeholder buying processes. ✓ Experience in at least one of: OMS/order management, feed management/syndication, 3PL/fulfillment, and commerce. ✓ Experience working with Partner ecosystem to generate pipeline ✓ Ability to use AI to help do your job more efficiently and improve your sales skills & process STRONG DIFFERENTIATORS Named methodology fluency: VBS, MEDDIC, MEDDPICC, Challenger, or equivalent. Background at a commerce ecosystem company. Experience selling an OMS or integration platform to 3PL, brand, or marketplace operators. Existing network of merchant, agency, or 3PL relationships in the Shopify ecosystem. History of winning competitive displacement deals — not just greenfield. Compensation (US FTE) 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 About Us 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. 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 with Series A funding.

Requirements

Must-haves

Our Commitment to Our Team
At Pipe17, our values aren’t just words on a wall. They’re how we operate every day.
We are a high-performance team built around ownership , urgency , curiosity , and a strong bias for action .
We set bold goals, hold ourselves accountable, and move fast to solve customer problems. Every team member owns their decisions and drives outcomes. No one waits for permission.
We operate with urgency , but not recklessly. We focus on what matters most, take initiative, and course-correct quickly when needed. We value people who speak up, follow through, and take pride in their work.
If these values resonate with how you like to work, you’ll fit right in. THE OPPORTUNITY
Own the full sales cycle — discovery through close — for mid-market and enterprise new logo accounts.
Run a balanced inbound/outbound motion: work qualified pipeline from marketing and SDRs while independently generating outbound in your territory.
Sell into operations, supply chain, and ecommerce leadership with a value-based approach — lead with pain and quantified impact, not features.
Multi-thread across stakeholders: champion, economic buyer, technical evaluator, and executive sponsor.
Accurately forecast your pipeline and maintain clean CRM hygiene throughout every stage.
Partner with Solutions Engineering on technical discovery and custom demos for complex deals.
Bring structured thinking to deal strategy — using MEDDIC or equivalent to qualify and advance opportunities.
✓ Experience selling into 3PLs or Shopify or DTC Brands
✓ 7+ years of AE closing experience in a SaaS or software platform environment (not services or implementation).
✓ Demonstrated experience selling to operations, supply chain, or ecommerce buyers — not just marketing or IT.
✓ Fluency in value-based selling — you lead with business impact and quantified pain, not demos or feature lists.
✓ Track record at early-stage or growth-stage companies where process was limited and you had to build your own motion.
✓ Proven ability to close $50K–$500K+ ACV deals with multi-stakeholder buying processes.
✓ Experience in at least one of: OMS/order management, feed management/syndication, 3PL/fulfillment, and commerce.
✓ Experience working with Partner ecosystem to generate pipeline
✓ Ability to use AI to help do your job more efficiently and improve your sales skills & process
Named methodology fluency: VBS, MEDDIC, MEDDPICC, Challenger, or equivalent.
Background at a commerce ecosystem company.

Nice-to-haves

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Benefits

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