Talent Density - Talent Systems - Learning & Development, Revenue

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 discovery, qualification, champion building, mutual plans, economic buyer engagement, decision process, decision criteria, paper process, pain, competition, and compelling events.

• 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 to align enablement with pipeline quality, CRM discipline, sales process, and business priorities.

• 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 when priorities conflict.

• 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 merchant and deal contexts.

• Build enablement assets such as playbooks, call guides, deal review templates, coaching guides, scenario-based practice, certification rubrics, manager toolkits, and reinforcement campaigns.

• Facilitate high-impact sessions for sellers, managers, and leaders focused on application, practice, and field execution.

• Partner with managers so methodology becomes part of coaching and inspection, not a one-time training event.

• Continuously refine programming based on seller feedback, field observations, call reviews, pipeline data, win/loss insights, and stakeholder input.

• Share expertise to uplevel the broader Revenue Learning & Development team.

AI-forward enablement & innovation

• Use AI to speed up content development, create practice scenarios, generate coaching prompts, synthesize feedback, identify adoption signals, and improve program quality.

• Experiment with AI-enabled reinforcement methods such as call review insights, deal coaching tools, role play support, knowledge retrieval, and manager coaching aids.

• Build workflows that reduce manual lift for enablement while increasing the quality, consistency, and timeliness of support to the field.

• Raise the standard for AI-first enablement across Revenue Learning & Development by sharing practices, prototypes, learnings, and measurable results.

Reporting, measurement & business impact

• Define success metrics for methodology enablement, including adoption, proficiency, manager inspection, pipeline quality, forecast hygiene, seller confidence, and leading indicators of revenue impact.

• Build reporting rhythms that help leaders understand progress, risks, adoption gaps, and where reinforcement is needed.

• Use data to prioritize program improvements and decide where enablement should focus.

• Connect enablement activity to business outcomes and ROI, not just attendance, completion, or satisfaction.

• Communicate impact clearly to senior stakeholders through concise updates, 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 relying on direct authority.

• Demonstrated ability to influence senior sales leaders, RevOps partners, PMM, and enablement peers through clear thinking, strong stakeholder management, and practical recommendations.

• Deep GTM fluency, including enterprise and mid-market sales motions, pipeline mechanics, qualification, deal strategy, forecasting, sales process, manager coaching, and CRM adoption.

• Strong learning design and facilitation skills, with a track record of practice-based enablement that changes behavior in the field.

• Strong analytical skills and comfort using data to measure adoption, diagnose performance gaps, report progress, and improve programming.

• Proven experience building with AI: you think AI-first, have implemented AI into workflows, and can speak to the impact on speed, quality, measurement, and scale.

• Ability to operate in ambiguity, solve high-stakes enablement challenges, and balance global consistency with regional or segment-specific needs.

• High craft standards, strong ownership, and the ability to inspire peers and stakeholders around a clear vision for MEDDPICC adoption.

Preferred skills

• MEDDPICC certification.

• Experience rolling out other sales methodologies (e.g., Command of the Message, Challenger).

• Experience supporting global or distributed Revenue teams across North America, EMEA, and APAC.

• Experience building certification or validation programs (role plays, call scoring, deal inspection, skill checks, readiness gates, manager calibration).

• Prior experience in a full-cycle sales, sales leadership, sales operations

What good looks like

• MEDDPICC is embedded into how sellers qualify, progress, inspect, and close deals—not treated as a standalone training initiative.

• Managers have clear coaching routines, inspection tools, and confidence to reinforce methodology in the flow of work.

• Revenue leaders have visibility into adoption, proficiency, risks, and impact through clear reporting and actionable insights.

• Enablement is practical, field-ready, and continuously improved through data, seller feedback, and business outcomes.

• AI is used meaningfully to improve speed, scale, personalization, coaching, measurement, and operational leverage.

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