[Hiring] Lead, Learning and Development, Revenue @Shopify

Role Description

Shopify is rolling out MEDDPICC across our global Revenue org—and we’re looking for a senior IC to make sure it actually changes how we sell, not just how we train. As Lead, Learning and Development, Revenue, you’ll own methodology enablement for Revenue end-to-end: from rollout to reinforcement to continuous improvement. You’ve done this before in a complex B2B GTM environment, ideally with MEDDPICC, and you know how to turn methodology into field behavior, tighter pipeline, and cleaner forecasts.

You’ll operate as a cross-functional leader across Revenue Learning and Development, Sales Leadership, RevOps, Product Marketing, and frontline managers. You won’t have direct reports, but you will set the bar for methodology craft, influence senior stakeholders, and drive global consistency while adapting to segment and regional realities. This role is highly AI-forward. You should already be using AI to build, deploy, measure, and reinforce enablement—and be excited to push what “AI-first” enablement looks like at Shopify.

Key Responsibilities

• MEDDPICC strategy & adoption
  • Lead Shopify’s MEDDPICC rollout (and other sales methodologies) from launch through adoption, reinforcement, and continuous improvement.
  • Partner with vendors to ensure training is tailored to Shopify’s workflows, GTM motions, and culture of selling.
  • Translate methodology into clear, practical behaviors for sellers and managers across various processes.
  • Build a scalable adoption plan across roles, segments, regions, tenures, and sales motions.
  • Establish reinforcement mechanisms that embed methodology into operating rhythms, call coaching, onboarding, certifications, and manager routines.
  • Anticipate adoption risks and GTM changes, and adjust programming to keep it commercially relevant.
• Program leadership & cross-functional execution
  • Own the methodology enablement roadmap, governance, milestones, dependencies, risks, and launch readiness.
  • Lead cross-functionally with RevOps, PMM, Revenue Marketing, and regional Sales stakeholders.
  • Execute with strong program management discipline, including decision logs, adoption plans, communications plans, measurement, and stakeholder reporting.
  • Influence without authority by creating clarity, driving accountability, and helping leaders make tradeoffs.
  • Serve as a trusted advisor to senior stakeholders with a clear point of view on what drives seller behavior change and measurable business impact.
• Learning design, facilitation & reinforcement
  • Design practical, high-quality learning experiences that help sellers and managers apply methodology in real contexts.
  • Build enablement assets such as playbooks, call guides, and coaching guides.
  • Facilitate high-impact sessions for sellers, managers, and leaders focused on application and practice.
  • Partner with managers so methodology becomes part of coaching and inspection.
  • Continuously refine programming based on feedback and insights.
  • Share expertise to uplevel the broader Revenue Learning & Development team.
• AI-forward enablement & innovation
  • Use AI to speed up content development and improve program quality.
  • Experiment with AI-enabled reinforcement methods.
  • Build workflows that reduce manual lift for enablement.
  • Raise the standard for AI-first enablement across Revenue Learning & Development.
• Reporting, measurement & business impact
  • Define success metrics for methodology enablement.
  • Build reporting rhythms that help leaders understand progress and risks.
  • Use data to prioritize program improvements.
  • Connect enablement activity to business outcomes and ROI.
  • Communicate impact clearly to senior stakeholders.

Qualifications

• Proven experience successfully rolling out sales methodologies in a B2B sales organization.
• Strong program management experience leading complex, cross-functional enablement or sales transformation programs.
• Demonstrated ability to influence senior sales leaders and partners through clear thinking and strong stakeholder management.
• Deep GTM fluency, including enterprise and mid-market sales motions.
• Strong learning design and facilitation skills.
• Strong analytical skills and comfort using data to measure adoption and improve programming.
• Proven experience building with AI and implementing AI into workflows.
• Ability to operate in ambiguity and solve high-stakes enablement challenges.
• High craft standards and strong ownership.

Preferred Skills

• MEDDPICC certification.
• Experience rolling out other sales methodologies (e.g., Command of the Message, Challenger).
• Experience supporting global or distributed Revenue teams.
• Experience building certification or validation programs.
• Prior experience in a full-cycle sales, sales leadership, or sales operations.

What Good Looks Like

• MEDDPICC is embedded into how sellers qualify, progress, inspect, and close deals.
• Managers have clear coaching routines and confidence to reinforce methodology.
• Revenue leaders have visibility into adoption, proficiency, risks, and impact.
• Enablement is practical, field-ready, and continuously improved.
• AI is used meaningfully to improve speed, scale, and measurement.

Ready to turn MEDDPICC into how a global Revenue org actually sells? Join the team that’s making commerce better for everyone.