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 current 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, mentor

📌 Account Executive Team Lead (Bengaluru)
🏢 shopflo
📍 Bengaluru