Sales Manager — SMB Ecommerce

About the role

We're hiring a Sales Manager who has actually managed AEs — not the strongest closer with a "manager" title. You'll own a team of 2–4 Account Executives who sell Shopify and Shopify Plus engagements to SMB ecommerce operators ($500K – $10M GMV). The role is half coaching, half operating: you'll run the pipeline cadence, sit on first-call demos when needed, and make sure every commit number is one we can defend in front of the founders.

What you’ll do

• Manage 2–4 AEs day-to-day: 1:1s, pipeline reviews, deal coaching, and ramp plans.
• Own the team's commit and best-case forecast every week — accuracy beats optimism here.
• Run discovery and scoping calls alongside AEs on deals above CA$50K project value.
• Coach AEs on the founder-led wedge — "no juniors fronting senior work" — and keep the message from drifting.
• Hold the line on discounts. Protect retainer floors. Walk misfit deals before they hit delivery.
• Partner with delivery (engineering, design, CSM) to keep handoff clean and post-sale expectations grounded.
• Write the weekly pipeline narrative — what moved, what slipped, what we changed.

What you bring

• 4+ years in B2B sales, with 2+ managing a team of AEs in services, agency, or commerce-SaaS.
• Documented experience selling into SMB ecommerce — Shopify, BigCommerce, Klaviyo, Recharge, or comparable.
• Comfort with CRM forecasts (HubSpot or Pipedrive) and a clear, defensible deal-stage methodology.
• Strong written communication — pipeline reviews, deal reviews, and coaching notes happen in writing.
• Senior demeanour — sit on a call with a $5M DTC founder and a CFO and run the room.

Nice to have

• Background as an AE or AM at a Shopify Plus partner agency.
• Hands-on with sales engagement tools (Apollo, Outreach, Smartlead, Instantly).

Why this might not be for you

• You want to manage a team of 8+. The plan is 2–4 AEs in year one — focused, not sprawling.
• You expect Salesforce + Outreach + Gong + Clari from day one. We're on HubSpot + Apollo + Smartlead until volume forces an upgrade.
• You don't enjoy being a player-coach. You'll be on real calls; this isn't a managed-from-a-dashboard job.
• You manage by activity metrics — calls dialed, emails sent. We measure pipeline quality, conversion, and team retention.

What you get

• Direct line to the Head of Sales and founders — no BDR-of-the-month culture.
• Real ownership: you manage the AEs, set the cadence, and run the room on Mondays.
• Variable comp tied to team attainment AND retention — both halves of the equation.
• Remote-first across Canada with full hardware + tooling budget.
• Path to Director-level promotion as the team scales.