shopflo
Website:
shopflo.com
Job details:
About Shopflo
Shopflo is a D2C checkout and cart platform powering 1,500+ brands across India, now part of Pine Labs. We help e-commerce brands convert better with faster, smarter checkout: higher prepaid adoption, lower RTO, better upsells, and one-click logins through Shop Pass.
Why This Role Matters
Growth-stage D2C brands are scaling fast, and checkout is often where they leak the most revenue. Most of them won't come to us; we need to go to them. As Team Lead – Mid Market Outbound, you'll build and run the engine that finds, opens, and closes these brands, leading a team of outbound sellers while still closing deals yourself.
What You'll Own
- Leading, coaching, and growing a team of outbound AEs and SDRs, with hands-on help on calls, demos, and deal strategy.
- Team revenue targets for the mid-market outbound segment, plus a personal closing quota as a player-coach.
- The outbound playbook: ICP definition, account lists, multi-channel sequences (email, LinkedIn, calls, WhatsApp), messaging, and cadence.
- Account research and targeting, using tools like Apollo, HubSpot, and AI-led research to pick the right brands and the right people.
- The full sales cycle on strategic mid-market deals: discovery, checkout audits, demos, solutioning, negotiation, closure, and handover.
- Competitive displacement, including brands moving from other checkout providers.
- Funnel metrics across the team: activity, connect rates, meetings booked, conversion by stage, and pipeline coverage.
- Weekly pipeline reviews, forecasting accuracy, and strong HubSpot hygiene across the team.
- Hiring and onboarding new outbound team members, and building ramp plans that get them productive quickly.
- Close work with Partnerships, Solutions, Onboarding, and Marketing to sharpen messaging and ensure smooth go-lives.
Who You Are
- 4+ years in B2B sales, ideally in SaaS, payments, eCommerce, AdTech/MarTech, or the D2C ecosystem, with a strong outbound track record.
- Experience leading, mentoring, or coaching sellers, formally or informally.
- Strong understanding of D2C/eCommerce businesses and online conversion metrics.
- Consultative seller who can still close fast, comfortable with founders and senior stakeholders.
- Data-driven: you run your team by the numbers and know which levers move the funnel.
- Comfortable with HubSpot, Apollo or similar prospecting tools, dashboards, and sales analytics.
- AI-forward: you use tools like Claude for account research, personalisation at scale, call prep, and team productivity.
- Existing relationships across the D2C ecosystem are a strong plus.
- Organised, commercially sharp, and self-driven, with an operator mindset and a bias for action.
What We're Looking For
A builder who can design an outbound motion, lead a team to hit it consistently, and still step in to close the deals that matter. Someone who raises the bar for everyone around them.
Why Shopflo
Real ownership of a segment and a team, direct access to leadership, and the chance to shape how Shopflo grows in mid-market, with the backing of Pine Labs and the pace of a startup.
Click on Apply to know more.
