Account Executive (Mid Market)

About Shopflo

Shopflo started with a simple belief - checkout is the most under-innovated part of ecommerce. We built India's checkout-as-a-service platform for D2C brands, helping over 1,000 merchants improve conversion rates, reduce fraud COD orders, and deliver a seamless buying experience. Brands like Dot & Key, Nestasia, and The Sleep Company trust us to run their checkout.

In 2026, we were acquired by Pine Labs - one of India's most established fintech infrastructure companies. That means we now have the distribution, merchant relationships, and resources of a large fintech, while continuing to operate with the pace and ownership culture of a product team.

Startup DNA. Enterprise backing. Real product. Real traction.

Why This Role Matters

Growth-stage D2C brands are scaling fast, and checkout is often where they leak the most revenue. As an Account Executive – Mid Market, you'll own the full sales cycle for these brands, balancing a consultative approach with the pace needed to hit a healthy volume of closures every month.

What You'll Own

• The complete sales cycle for Shopflo Checkout and Cart: prospecting, discovery, demos, solutioning, negotiation, closure, and handover.
• Discovery-led conversations with founders and growth or eCommerce leads to understand the brand's business, customer journey, and goals.
• Website and checkout audits to spot gaps in conversion, payment experience, prepaid adoption, COD, RTO, and customer friction.
• Product and dashboard walkthroughs built around the merchant's own data and use cases.
• Research on target brands: their website, checkout journey, tech stack, growth trends, and current provider.
• A healthy pipeline across inbound, outbound, referrals, and partner-sourced leads.
• Monthly revenue targets, with clean pipeline management, forecasting, and HubSpot hygiene.
• Close work with Solutions and Onboarding to ensure smooth handover and go-live.
• Staying sharp on Shopflo's product, the competitive landscape, and D2C trends.

Who You Are

• 2+ years in B2B sales, ideally in SaaS, payments, eCommerce, AdTech/MarTech, or the D2C ecosystem.
• Good understanding of D2C/eCommerce businesses and online conversion metrics.
• Strong at consultative selling: you ask the right questions and build the solution around the real problem.
• Confident running demos and data-led conversations with founders and senior stakeholders.
• Comfortable with CRMs, dashboards, and sales analytics.
• AI-forward: you use tools like Claude for account research, website analysis, call prep, and productivity.
• Organised, target-driven, and self-motivated, with an operator mindset.
• Strong communication and negotiation skills.

What We're Looking For

A sharp, hungry seller who can run a full cycle independently, loves getting into the details of a merchant's funnel, and wants to grow into bigger, more complex deals.

Why Shopflo

Real ownership of your book, direct exposure to founders across India's D2C ecosystem, and a clear path to Enterprise as you grow, with the backing of Pine Labs and the pace of a startup.