Talent Density - Talent Systems - Learning & Development, Revenue

- Remote - Americas
- Talent Density

About The Role

Shopify is rolling out MEDDPICC across our general 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 integral 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 report

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