Senior Lead, Enterprise Demand & ABM

Shopify Inc.; United States; Remote; USD 150,000 - 210,000; Full time

Job summary

Shopify is seeking a senior individual contributor to own the technical design and hands-on optimization of Enterprise demand, applying deep ABM expertise and strong analytical judgment to build and execute programs.

You will partner with GTM teams across Sales, Partnerships, and Marketing to map accounts, design AI-native processes, and run experiments that move pipeline and revenue in complex enterprise cycles.

Qualifications

• Experience building enterprise demand and ABM programs in B2B SaaS, ecommerce, or technology.
• Proven ability to run 1:1, 1:few, and scaled ABM programs and Sales plays that accelerate pipeline.
• Advanced funnel analysis and program measurement with clear ROI clarity.
• Hands-on fluency across CRM, marketing automation, intent, enrichment, ads, orchestration, data warehouses, and BI.
• Ability to lead complex cross-functional work without formal authority.
• A history of building AI agents, workflows, or automations that improved enterprise demand programs.

Responsibilities

• Analyze the Enterprise funnel at territory, account and opportunity level. Identify where conversions and velocity break down and translate insights into strategy.
• Evolve measurement models to connect marketing activity to account engagement, pipeline, revenue and ROI.
• Design and execute 1:1, 1:few, and scaled ABM programs for strategic accounts and clusters.
• Build integrated programs across paid media, digital experiences, content, outbound, events, direct mail, and seller activation.
• Design programs as measurable experiments with hypotheses, baselines, audiences, interventions, and decision criteria; instrument and scale based on evidence.
• Work with Sales and Partnerships on account strategy so Marketing, Sales, and Partnerships operate as one motion.
• Build AI into Enterprise demand operations using agents, models, and automation to analyze data, map buying committees, activate signals, and recommend actions.

Skills

ABM programs

Funnel analysis

CRM

Marketing automation

Data querying

AI / automation

Cross-functional leadership

Stakeholder communication

Tools

CRM

Marketing Automation

Data Warehousing

Business Intelligence

Job description

The Enterprise Marketing team builds demand for Shopify among the most iconic brands in the world.

We're looking for a senior individual contributor to drive the technical design and hands-on optimization of Shopify's Enterprise demand engine. This is an advanced individual contributor role for someone with deep ABM expertise, strong analytical judgment, and the technical ability to build. You'll independently evaluate account, buying-committee, funnel, and opportunity data, determine the right program response, and execute those programs in partnership with GTM teams.

You’ll work across the full Enterprise funnel, from customer acquisition to opportunity acceleration, and account expansion. The work is account-based, signal-driven, and built around the realities of complex enterprise buying cycles.

You’ll also help build an AI-native operating model for Enterprise demand. AI is not a separate work stream. It should change how we research accounts, interpret signals, design programs, personalize experiences, equip sellers, run experiments, and automate processes.

Key Responsibilities:

Analyze the Enterprise funnel at the territory, account and opportunity level. Find where conversion, progression, velocity, buying-committee coverage, and seller activation break down. Translate those insights into a clear POV on where and why marketing should invest

Evolve our measurement model to connect marketing activity to account engagement, Sales Accepted Leads, opportunity movement, pipeline, revenue, and return on investment.

Design and execute 1:1, 1:few, and scaled ABM programs for strategic accounts and account clusters.

Build integrated programs across paid media, digital experiences, content, outbound, executive engagement, events, direct mail, and seller-led activation.

Design programs as measurable experiments with a clear hypothesis, baseline, audience, intervention, and decision criteria. Instrument the work, separate commercial movement from attribution noise, then scale, change, or stop based on what the evidence shows.

Work directly with Sales and Partnerships on account strategy so Marketing, Sales, and Partnerships operate as one motion.

Build AI into how Enterprise demand operates, using agents, models, and automation to analyze account and funnel data, synthesize intelligence, map buying committees, activate signals, personalize programs, and recommend next actions.

Qualifications

Strong track record of building enterprise demand and ABM programs that hit pipeline and revenue targets in B2B SaaS, ecommerce, or technology

Deep evidence of successfully running 1:1, 1:few, and scaled ABM programs and Sales plays that created and accelerated pipeline.

Advanced funnel analysis and program measurement skills to clearly articulate ROI, along with the ability to communicate insights clearly across stakeholder groups

Hands-on fluency across CRM, marketing automation, intent, enrichment, advertising, orchestration, data warehouses, and business intelligence systems, including the ability to query and investigate data directly.

Credibility with Sales stakeholders built through deep account insight, clear judgment, focused execution, and a ‘win together’ attitude.

The ability to lead complex cross-functional work without requiring formal authority

A history of building AI agents, workflows, or automations that materially improved how enterprise demand programs were designed, executed, or measured. You've lived on the edge of what’s possible with AI.

About Shopify

Opportunity is not evenly distributed. Shopify puts independence within reach for anyone with a dream to start a business. We propel entrepreneurs and enterprises to scale the heights of their potential. Since 2006, we've grown to over 8,300 employees and generated over $1 trillion in sales for millions of merchants in 175 countries.

This is life-defining work that directly impacts people’s lives as much as it transforms your own. This is putting the power of the few in the hands of the many, is a future with more voices rather than fewer, and is creating more choices instead of an elite option.

About you

Moving at our pace brings a lot of change, complexity, and ambiguity—and a little bit of chaos. Shopifolk thrive on that and are comfortable being uncomfortable. That means Shopify is not the right place for everyone.

We may use AI-enabled tools to screen, select, and assess applications. All AI outputs are reviewed and validated by our recruitment team.