Director of Sales 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 are opening the UK and this is the first hire on the ground. A builder who will stand up the market from scratch. This is a dual mandate. You will sell directly to brands and 3PLs across the UK post-order ecosystem while simultaneously building the partner program with the SIs and ISVs in our ICP. You will help hire the local Solutions Engineer who supports your accounts and partners technically, and over time grow into leading the UK team. This is a market-owner role for someone with an entrepreneurial, never-give-up mindset: a builder, not an operator. WHAT YOU'LL DO Own direct new-logo sales into brands and 3PLs across the UK, running a complex, consultative, self-generated sales cycle from discovery through close. Build the UK partner program : develop and activate partnerships with the key SIs and ISVs that sit within our ICP as a source of pipeline and reach. Build pipeline : through outbound, partner motions and Marketing. Sell into operations, supply chain, and ecommerce leadership with a value-based approach . Using discovery to surface quantified pain and tie it to Pipe17's differentiators. Qualify rigorously against our ICP: focus energy on the right accounts and walk away from the wrong ones. Apply a named methodology (MEDDIC/MEDDPICC, value-based selling, Challenger, or equivalent) to qualify and advance opportunities and forecast accurately. Help hire the UK Solutions Engineer and partner closely with them on technical discovery and demos. Lay the foundation to hire and lead the UK team as the market scales . MUST-HAVE QUALIFICATIONS ✓ 8+ years of sales experience with a track record of closing complex, consultative deals. ✓ Demonstrated experience opening / building a market from scratch ideally for a US-based SaaS company. ✓ Background in the post-order ecosystem: ecommerce, OMS / order management, fulfillment, PIM, or channel connectivity / channel expansion. ✓ Proven self-generated pipeline motion: you build a pipeline without relying solely on inbound. ✓ Fluency in value-based selling: you lead with quantified business impact, not features or demos. ✓ Strong understanding of a named sales methodology (MEDDIC/MEDDPICC, VBS, Challenger, or equivalent). ✓ Disciplined qualification: clear logic for what fits the ICP and what does not. ✓ Based in London / Greater London or the surrounding area. ✓ Entrepreneurial builder profile: creative, gritty, comfortable operating with ambiguity and no infrastructure. STRONG DIFFERENTIATORS Experience building a partner / channel program (SIs, ISVs) in parallel with a direct sales role. Managerial or team-leadership experience not required, but a plus given the leadership trajectory. Existing network of brand, agency, 3PL, or partner relationships in the UK commerce ecosystem. Experience selling an OMS or integration platform into brands, 3PLs, or marketplace operators. Prior experience as the first commercial hire in a new region for a US-headquartered company. Ability to use AI to work more efficiently and sharpen your sales process. 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 direct new-logo sales into brands and 3PLs across the UK, running a complex, consultative, self-generated sales cycle from discovery through close.
Build the UK partner program : develop and activate partnerships with the key SIs and ISVs that sit within our ICP as a source of pipeline and reach.
Build pipeline : through outbound, partner motions and Marketing.
Sell into operations, supply chain, and ecommerce leadership with a value-based approach . Using discovery to surface quantified pain and tie it to Pipe17's differentiators.
Qualify rigorously against our ICP: focus energy on the right accounts and walk away from the wrong ones.
Apply a named methodology (MEDDIC/MEDDPICC, value-based selling, Challenger, or equivalent) to qualify and advance opportunities and forecast accurately.
Help hire the UK Solutions Engineer and partner closely with them on technical discovery and demos.
Lay the foundation to hire and lead the UK team as the market scales .
✓ 8+ years of sales experience with a track record of closing complex, consultative deals.
✓ Demonstrated experience opening / building a market from scratch ideally for a US-based SaaS company.
✓ Background in the post-order ecosystem: ecommerce, OMS / order management, fulfillment, PIM, or channel connectivity / channel expansion.
✓ Proven self-generated pipeline motion: you build a pipeline without relying solely on inbound.
✓ Fluency in value-based selling: you lead with quantified business impact, not features or demos.
✓ Strong understanding of a named sales methodology (MEDDIC/MEDDPICC, VBS, Challenger, or equivalent).
✓ Disciplined qualification: clear logic for what fits the ICP and what does not.
✓ Based in London / Greater London or the surrounding area.
✓ Entrepreneurial builder profile: creative, gritty, comfortable operating with ambiguity and no infrastructure.

Nice-to-haves

Managerial or team-leadership experience not required, but a plus given the leadership trajectory.

Application prep

Use the role’s language and application details while tailoring your materials.

Keywords to mirror

aigo

Platform: greenhouse
Effort: quick