Account Executive

Job Description

Uncap is a Shopify Platinum Partner. Operator-led since 2013. We unify B2B and B2C on a single Shopify Plus store with real-time ERP sync, and we build the products that make it work: Connect, Portal, Quotes, Garage, Diagrams. In thirteen years we've shipped 380+ projects for manufacturers, distributors, and unified-commerce brands: Kooks, ULE Group, WeldingStore, Uneeda, Vermont Woods Studios, Canon Medical, and hundreds more.

We believe smaller and mid-market operators are the catalyst of the economy, and they deserve enterprise capability without the enterprise bill. Most of them still run on duct tape: aging storefronts, quote requests buried in inboxes, ERPs that don't talk to anything. We exist to close that gap.

Our values shape who we hire: Good Humans (character over everything), Craftsman with Care (we don't ship mediocre), Forward Through Curiosity (stay humble, keep learning), Partner, Not Vendor (tell the truth, especially when it's hard), and an AI-First Mindset (we use AI where it counts; we skip the hype).

The role

We sell the way we work: no pitch decks, no slick spin, no B.S. When a prospect reaches out, they talk to a real person on the team, never an SDR reading from a script. That real person is you.

As an Account Executive/Ecommerce Growth Consultant, you own the full sales cycle for new business, from first conversation through signed SOW and a clean handoff to delivery. You'll work with Founders and their Families, VPs of Ecommerce, Directors of Operations, and CFOs at operator-led businesses doing $5M to $100M+ in revenue, most of them navigating a Shopify migration, an ERP integration, or the move to unified commerce.

This is a consultative, technically fluent sales role at an agency that leads with substance. You won't win deals by pushing. You'll win them by understanding the operator's business better than the last three vendors who pitched them, and by making the path from problem to outcome feel clear, practical, and safe.

Why prospects say yes (and why they disappear)

We've learned that qualified buyers rarely walk away because the work isn't good enough. They walk away because, somewhere in the process, one of five questions went unanswered in their mind. Great AEs at Uncap answer all five, on every deal:

Do you understand my problem ? Before you explain a single thing about Shopify or our products, the operator needs to feel understood. Your first job on every call isn't to pitch. It's to demonstrate that you grasp what they're actually dealing with (the fax orders, the eight-year buyer relationships, the ERP that won't sync). Discovery is where you win.

Can I count on your expertise? Buyers scan for signals fast. Your job is to bring the proof (the Kooks case study, the Vermont Woods migration, the fact that we've done their exact kind of build before) and to speak their industry's language credibly.

Do you offer what I need, and can I afford it? Don't make prospects sit through three demos to connect the dots. Get to fit on both value and price as quickly and transparently as the deal allows. Ambiguity creates drop-off; clarity builds momentum.

How will this actually help me? Move past value to lived experience. Show them the exact playbook: how a company like theirs uses our work to solve the specific problem in front of them. When a buyer can picture themselves succeeding, confidence grows.

What if this doesn't work? The question they rarely say out loud. De-risk the decision honestly: proven references, a Blueprint before a build, realistic scoping, and the truth about what a project takes. Many decisions are driven less by chasing upside than by avoiding a mistake, so help them avoid one.

If a promising deal stalls, your instinct should be to ask which of these five questions you left unanswered, not to blame the lead.

What you'll do

Own the full new-business cycle: qualify inbound, build outbound pipeline, run discovery, scope with Solutions, present, negotiate, and close.

Lead consultative discovery that uncovers the operator's real problems across storefront, catalog, ERP, and workflow, not just their stated feature wishlist.

Partner with Solutions and Delivery to scope accurately and build proposals and SOWs that reflect what we can actually deliver, on time and on budget.

Position the full Uncap portfolio (Commerce, Growth, Blueprint, and our owned products: Connect, Portal, Quotes, Garage, Diagrams) to fit each operator's moment.

Sell the Blueprint as a natural on-ramp for prospects who aren't ready to commit to a full build.

Own a clean sales-to-delivery handoff so nothing the prospect was promised gets lost in translation.

Keep the pipeline honest and current in our CRM (Attio); forecast accurately and flag risk early.

Represent Uncap as a trusted advisor: in calls, in writing, at events, and in the partner ecosystem (Shopify, ERP, and tech partners).

Feed the field back to the business: what operators are struggling with, where we're winning and losing, and what the market needs next.

What we're looking for

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• 3 to 5+ years in full-cycle B2B sales, ideally at an agency, SaaS company or ecommerce/commerce technology around Shopify-ecosystem.
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• A consultative, discovery-first seller. You listen more than you pitch, and you can hold a credible conversation with a founder or a CFO.
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• Genuine technical curiosity. You don't need to be an engineer, but you should be able to talk fluently about Shopify Plus, migrations, ERP integrations (NetSuite, Acumatica, and the like), B2B/wholesale, and unified commerce, and to keep learning as the platform evolves.
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• Comfort with complexity: multi-stakeholder deals, technical scoping, multi-party engagements (client + Uncap + ERP integrator), and mid-five-to-six-figure project values.
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• Excellent written and verbal communication. You write clear, honest proposals and you answer in hours, not days.
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• Strong CRM discipline and forecast accuracy; you keep your pipeline clean without being told.
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• An AI-first way of working: you use modern tools to move faster and sharper.
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• Character first. You tell the truth, do the right thing when it's hard, and you're the kind of human the team wants to show up to work with.
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Highly advantageous

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• Direct experience selling or delivering Shopify Plus, B2B commerce, or ERP integration projects.
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• A working understanding of the manufacturer / distributor / wholesaler world we serve.
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• Existing relationships in the Shopify partner or ERP ecosystem.
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• Familiarity with Attio, ClickUp, or comparable CRM/PM tooling.
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How we work

Remote. Our team is small and growing; you'll work closely with leadership, Solutions, Design, and Delivery, not in a silo.

We lead with answers, not decks. No mandatory discovery call to start a conversation, no manufactured urgency, no B.S.

We treat sales as the front end of a long partnership. Many clients came for one project and stayed for ten years. We sell in a way that earns that.

Compensation and benefits

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• $120K base | $200K OTE (60/40 split)
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• Uncapped accelerated commission above OTE
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• Medical insurance
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• 20 days of paid time off
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• Flexible work environment
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• Professional development and learning opportunity
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