[Hiring] Director of Sales @Pipe17

Role Description

Pipe17 is the modern commerce operations platform connecting orders, inventory, and fulfillment across every channel and 3PL. We are opening the UK and this is the first hire on the ground. A builder who will stand up the market from scratch.

This is a dual mandate. You will sell directly to brands and 3PLs across the UK post-order ecosystem while simultaneously building the partner program with the SIs and ISVs in our ICP. You will help hire the local Solutions Engineer who supports your accounts and partners technically, and over time grow into leading the UK team. This is a market-owner role for someone with an entrepreneurial, never-give-up mindset: a builder, not an operator.

What You'll Do

• Own direct new-logo sales into brands and 3PLs across the UK, running a complex, consultative, self-generated sales cycle from discovery through close.
• Build the UK partner program: develop and activate partnerships with the key SIs and ISVs that sit within our ICP as a source of pipeline and reach.
• Build pipeline through outbound, partner motions and Marketing.
• Sell into operations, supply chain, and ecommerce leadership with a value-based approach, using discovery to surface quantified pain and tie it to Pipe17's differentiators.
• Qualify rigorously against our ICP: focus energy on the right accounts and walk away from the wrong ones.
• Apply a named methodology (MEDDIC/MEDDPICC, value-based selling, Challenger, or equivalent) to qualify and advance opportunities and forecast accurately.
• Help hire the UK Solutions Engineer and partner closely with them on technical discovery and demos.
• Lay the foundation to hire and lead the UK team as the market scales.

Qualifications

• 8+ years of sales experience with a track record of closing complex, consultative deals.
• Demonstrated experience opening/building a market from scratch ideally for a US-based SaaS company.
• Background in the post-order ecosystem: ecommerce, OMS/order management, fulfillment, PIM, or channel connectivity/channel expansion.
• Proven self-generated pipeline motion: you build a pipeline without relying solely on inbound.
• Fluency in value-based selling: you lead with quantified business impact, not features or demos.
• Strong understanding of a named sales methodology (MEDDIC/MEDDPICC, VBS, Challenger, or equivalent).
• Disciplined qualification: clear logic for what fits the ICP and what does not.
• Based in London/Greater London or the surrounding area.
• Entrepreneurial builder profile: creative, gritty, comfortable operating with ambiguity and no infrastructure.

Strong Differentiators

• Experience building a partner/channel program (SIs, ISVs) in parallel with a direct sales role.
• Managerial or team-leadership experience not required, but a plus given the leadership trajectory.
• Existing network of brand, agency, 3PL, or partner relationships in the UK commerce ecosystem.
• Experience selling an OMS or integration platform into brands, 3PLs, or marketplace operators.
• Prior experience as the first commercial hire in a new region for a US-headquartered company.
• Ability to use AI to work more efficiently and sharpen your sales process.

Benefits

• Competitive salary
• Great healthcare + dental + vision coverage
• Retirement plan
• Pick your own equipment. We'll set you up with whatever Apple laptop + monitor combo you want plus any software you need.
• Unlimited vacation policy. Plus we require you to take at least 2 weeks off each year. We see most employees take 4 weeks off per year. This isn't a vague policy where unlimited vacation means no vacation.