Account Executive Team Lead

Shopflo; Bengaluru; On-site; INR 4,500,000 - 6,500,000; Full time

Job summary

Shopflo is seeking a Team Lead – Mid Market Outbound in Bengaluru to build and run an outbound sales engine. You will lead a team of outbound sellers and still close strategic deals as a hands-on player-coach.

You will drive ICP definition, multi-channel sequences, and account targeting while collaborating with Partnerships, Solutions, Onboarding, and Marketing to sharpen messaging and accelerate go-lives.

Qualifications

• 4+ years in B2B sales, preferably SaaS or payments, with a proven outbound track record.
• Experience leading or coaching sales teams and individual contributors.
• Strong understanding of D2C/eCommerce metrics and online conversion signals.

Responsibilities

• Lead, coach, and grow a team of outbound AEs and SDRs, with hands-on support on calls, demos, and deal strategy.
• Own team revenue targets for mid-market outbound; maintain a personal closing quota as a player-coach.
• Design and refine outbound playbooks: ICPs, lists, multi-channel sequences, messaging, and cadence.
• Research target accounts and personas using tools like Apollo, HubSpot, and AI-assisted insights.
• Manage full sales cycle for mid-market deals: discovery, demos, negotiation, closure, and handover.
• Monitor funnel metrics and HubSpot hygiene; conduct weekly pipeline reviews and forecasting.

Skills

Outbound leadership

SaaS sales

Mid-market focus

D2C/eCommerce

Data-driven

Tools

HubSpot

Apollo

Job description

Shopflo is a D2C checkout and cart platform powering 1,500+ brands across India, now part of Pine Labs. We help e-commerce brands convert better with faster, smarter checkout: higher prepaid adoption, lower RTO, better upsells, and one-click logins through Shop Pass.

Why This Role Matters

Growth-stage D2C brands are scaling fast, and checkout is often where they leak the most revenue. Most of them won't come to us; we need to go to them. As Team Lead – Mid Market Outbound, you'll build and run the engine that finds, opens, and closes these brands, leading a team of outbound sellers while still closing deals yourself.

What You'll Own

• Leading, coaching, and growing a team of outbound AEs and SDRs, with hands-on help on calls, demos, and deal strategy.
• Team revenue targets for the mid-market outbound segment, plus a personal closing quota as a player-coach.
• The outbound playbook: ICP definition, account lists, multi-channel sequences (email, LinkedIn, calls, WhatsApp), messaging, and cadence.
• Account research and targeting, using tools like Apollo, HubSpot, and AI-led research to pick the right brands and the right people.
• The full sales cycle on strategic mid-market deals: discovery, checkout audits, demos, solutioning, negotiation, closure, and handover.
• Competitive displacement, including brands moving from other checkout providers.
• Funnel metrics across the team: activity, connect rates, meetings booked, conversion by stage, and pipeline coverage.
• Weekly pipeline reviews, forecasting accuracy, and strong HubSpot hygiene across the team.
• Hiring and onboarding new outbound team members, and building ramp plans that get them productive quickly.
• Close work with Partnerships, Solutions, Onboarding, and Marketing to sharpen messaging and ensure smooth go-lives.

Who You Are

• 4+ years in B2B sales, ideally in SaaS, payments, eCommerce, AdTech/MarTech, or the D2C ecosystem, with a strong outbound track record.
• Experience leading, mentoring, or coaching sellers, formally or informally.
• Strong understanding of D2C/eCommerce businesses and online conversion metrics.
• Consultative seller who can still close fast, comfortable with founders and senior stakeholders.
• Data-driven: you run your team by the numbers and know which levers move the funnel.
• Comfortable with HubSpot, Apollo or similar prospecting tools, dashboards, and sales analytics.
• AI-forward: you use tools like Claude for account research, personalisation at scale, call prep, and team productivity.
• Existing relationships across the D2C ecosystem are a strong plus.
• Organised, commercially sharp, and self-driven, with an operator mindset and a bias for action.

What We're Looking For

A builder who can design an outbound motion, lead a team to hit it consistently, and still step in to close the deals that matter. Someone who raises the bar for everyone around them.

Why Shopflo

Real ownership of a segment and a team, direct access to leadership, and the chance to shape how Shopflo grows in mid-market, with the backing of Pine Labs and the pace of a startup.