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Lead, Learning and Development, Revenue

Shopify· Talent Density
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Remotefull-timePosted 4d ago

About the role

Senior individual contributor role owning methodology enablement for Revenue end-to-end, with a focus on MEDDPICC rollout, adoption, and continuous improvement in a complex B2B GTM environment. AI-forward enablement across Revenue Learning & Development with cross-functional influence and global consistency.

Responsibilities

  • Lead Shopify’s MEDDPICC rollout (and other sales methodologies) from launch through adoption, reinforcement, and continuous improvement.
  • Partner with vendors to tailor training to Shopify’s workflows, GTM motions, and selling culture.
  • Translate methodology into practical seller and manager behaviors across discovery, qualification, champion building, mutual plans, economic buyer engagement, decision process, decision criteria, paper process, pain, competition, and compelling events.
  • Build scalable adoption plans across roles, segments, regions, tenures, and sales motions.
  • Establish reinforcement mechanisms embedded in operating rhythms, call coaching, onboarding, certifications, and manager routines.
  • Anticipate adoption risks and GTM changes, adjusting programming to remain commercially relevant.
  • Own methodology enablement roadmap, governance, milestones, dependencies, risks, and launch readiness.
  • Lead cross-functional execution with RevOps, PMM, Revenue Marketing, and regional Sales stakeholders to align enablement with pipeline quality, CRM discipline, sales process, and business priorities.
  • Execute with program management discipline including decision logs, adoption plans, communications plans, measurement, and stakeholder reporting.
  • Influence without authority by driving clarity and tradeoffs among leaders.
  • Serve as trusted advisor to senior stakeholders with a clear point of view on behavior change and business impact.
  • Design learning experiences and enablement assets (playbooks, call guides, deal review templates, coaching guides, scenario-based practice, certification rubrics, manager toolkits, reinforcement campaigns).
  • Facilitate high-impact sessions for sellers, managers, and leaders.
  • Partner with managers to embed methodology into coaching and inspection rather than one-time training.
  • Refine programming based on feedback, field observations, data, and stakeholder input.
  • Share expertise to uplift the broader Revenue L&D team.
  • Use AI to speed content development, create practice scenarios, generate coaching prompts, synthesize feedback, and improve program quality.
  • Experiment with AI-enabled reinforcement methods (call review insights, deal coaching tools, role play support, knowledge retrieval, manager coaching aids).
  • Build workflows to reduce manual lift and increase support quality and timeliness.
  • Raise AI-first enablement standards across Revenue L&D and share practices and measurable results.
  • Define success metrics for methodology enablement (adoption, proficiency, manager inspection, pipeline quality, forecast hygiene, seller confidence, leading indicators of revenue impact).
  • Establish reporting rhythms to show progress, risks, adoption gaps, and reinforcement needs.
  • Use data to prioritize improvements and connect enablement activity to business outcomes and ROI.
  • Communicate impact to senior stakeholders via dashboards, insights, and recommendations.

Qualifications

  • Proven experience successfully rolling out sales methodologies in a B2B sales organization, including launch, manager reinforcement, adoption tracking, and ongoing optimization.
  • Strong program management experience leading complex, cross-functional enablement or sales transformation programs without direct authority.
  • Demonstrated ability to influence senior sales leaders, RevOps partners, PMM, and enablement peers through clear thinking and stakeholder management.
  • Deep GTM fluency, including enterprise and mid-market motions, pipeline mechanics, qualification, deal strategy, forecasting, sales process, manager coaching, and CRM adoption.
  • Strong learning design and facilitation skills with practice-based enablement that changes field behavior.
  • Strong analytical skills and comfort using data to measure adoption, diagnose gaps, report progress, and improve programming.
  • Proven experience building with AI and integrating AI into workflows with measurable impact.
  • Ability to operate in ambiguity and balance global consistency with regional/segment needs.
  • High craft standards, ownership, and ability to inspire peers around a clear MEDDPICC adoption vision.

Skills

Required:MEDDPICCSales enablement program managementStakeholder management
Nice to have:AI-enabled enablement

Benefits

  • We may use AI-enabled tools to screen, select, and assess applications. All AI outputs are reviewed and validated by our recruitment team.
Last updated Oct 22, 2026. Interested? Apply on the company site.

About Shopify

Dream big, build fast, and grow far on Shopify.

Shopify is the leading all-in-one commerce platform for businesses, offering tools to manage every part of your business, from online store to in-person sales and global expansion.

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