Pipe17

• Assist Solution Architects during customer onboarding projects by preparing documentation, test cases, and system configurations. • Support customers by answering basic operational or technical questions under supervision. • Document workflows, settings, and troubleshooting steps in tools like Asana, Zendesk, and HubSpot. • Learn how to configure and test integrations between e-commerce platforms (Shopify, Amazon, TikTok), ERPs (NetSuite, Acumatica), 3PLs, and marketplaces. • Perform data validation checks (orders, inventory, shipments) to ensure integrations work correctly. • Help monitor sync errors, escalations, and customer-reported issues. • Work with SAs to track project tasks and deadlines. • Escalate technical issues to Solution Architects or Support Engineers with clear documentation. • Contribute to knowledge base articles and internal process documentation.

• Assist Solution Architects during customer onboarding projects by preparing documentation, test cases, and system configurations. • Support customers by answering basic operational or technical questions under supervision. • Document workflows, settings, and troubleshooting steps in tools like Asana, Zendesk, and HubSpot. • Learn how to configure and test integrations between e-commerce platforms (Shopify, Amazon, TikTok), ERPs (NetSuite, Acumatica), 3PLs, and marketplaces. • Perform data validation checks (orders, inventory, shipments) to ensure integrations work correctly. • Help monitor sync errors, escalations, and customer-reported issues. • Work with SAs to track project tasks and deadlines. • Escalate technical issues to Solution Architects or Support Engineers with clear documentation. • Contribute to knowledge base articles and internal process documentation.

• Drive the technical sales cycle, co-owning deal strategy with the AE 50/50. • Experience selling to enterprise customers and ability to sell to the business and technology leadership team. • Ability to lead discovery sessions to vet out customers’ problems and associated business value with solving those use cases. • Knowledge of the commerce ecosystem: Omni-channel commerce and the technology ecosystem that supports it. • Strong communication skills including understanding highly complex technology and translate technology discussion into business outcomes for the stakeholders

• Carry a quota that makes up a significant portion of Pipe17’s revenue goals. Your number really matters. • Have a track record of +$100k-$150k deals on roughly a monthly basis while closing, in tandem, transactional deals at a minimum of $25k • Be handling complex sales including the need to make business cases. You will sell to more than one type of client and need to be able to show value accordingly. • Build out a scalable outbound strategy targeting multiple different client markets. • Co-sell alongside our integration partner Sales’ teams. • Lead from the front as we onboard more Sales team members. • Collaborate with the marketing team to develop and implement appropriate prospect communication plans

• Design, develop, and implement API/EDI B2B integrations into the Pipe17 platform to enable Pipe17 customers to transact with retailers and logistics providers via API/EDI • Collaborate closely with internal stakeholders, and cross-functional teams to gather requirements and ensure successful delivery of Pipe17 API/EDI/B2B Roadmap • Configure and customize API?EDI mappings, transformations, and workflows to facilitate seamless data exchange between trading partners and Pipe17 systems • Perform testing, troubleshooting, and debugging of EDI/B2B processes to ensure accuracy, reliability, and compliance with industry standards. • Provide ongoing support and maintenance for existing API/EDI/B2B integrations, including monitoring performance, addressing issues, and implementing enhancements. • Stay abreast of emerging technologies, industry trends, and best practices in APIEDI/B2B development to drive continuous improvement and innovation within the organization.

• Serve as the primary point of contact for customers during the onboarding process, guiding them through the EDI testing and Pipe17 configuration process. • Collaborate with cross-functional teams including Sales, Product, and Development to ensure seamless onboarding and integration of customer EDI requirements. • Work with and oversee / manage partners who we are looking to bring on for outsourced EDI onboarding. • Develop and maintain strong relationships with customers, understanding their business needs and providing strategic guidance to maximize the value of Pipe17's solutions. • Manage project timelines, deliverables, and resources to ensure successful and timely onboarding of customers. • Provide training and support to customers on the use of Pipe17's platform, focusing on EDI and including troubleshooting and resolving technical issues as needed. • Act as a customer advocate within Pipe17, representing customer feedback and requirements to inform product development and enhancement initiatives.

• Identify and research high-value target accounts - omnichannel brands replatforming onto Shopify, scaling into new channels, or drowning in post-checkout complexity across multiple 3PLs, marketplaces, and trading partners • Develop creative, multi-channel outbound strategies. Cold calls, targeted emails, LinkedIn, events, industry communities - whatever works. You’ll figure it out because that’s what you do • Map accounts and find the right buyers - VP of Operations, VP of Ecommerce, VP of Supply Chain, CTO, CFO - and get meetings that nobody else can get • Own the deal from first touch to closed-won • Partner with Sales Engineering to run discovery and demos that show prospects how Pipe17 replaces their entire iPaaS + OMS stack with one platform • Work complex buying committees across Operations, IT, and Finance - and build business cases that make the ROI obvious (our customers are seeing 85% operational cost reduction and 99% fewer fulfillment errors) • Sell the vision of Order Operations as a category - not just a product swap, but a fundamentally different approach to running post-checkout commerce • Bring ideas to the table. If a vertical is underserved, tell us - then go after it. If a new outreach angle is working, share the playbook. If an event or community is full of our ICP, show up • Identify patterns in the market - replatforming waves, Shopify migrations, brands outgrowing their middleware - and turn those patterns into pipeline • Work with Marketing and Partnerships to amplify what’s working in the field, and provide real-time market intelligence back to Product and Leadership

Our Commitment to Our Team At Pipe17, our values aren’t just words on a wall. They’re how we operate every day. We are a high-performance team built around ownership, integrity, and a strong bias for action. We set bold goals, hold ourselves accountable, and move fast to solve customer problems. Every team member owns their decisions and drives outcomes. No one waits for permission. We operate with urgency, but not recklessly. We focus on what matters most, take initiative, and course-correct quickly when needed. We value people who speak up, follow through, and take pride in their work. Teamwork is at our core. We win together, support each other, and celebrate our shared victories. Collaboration across functions is a daily practice, not just something we talk about. We learn from each other, improve constantly, and rally around our mission: unify commerce after the buy button. We act with integrity. We do what’s right, even when it’s hard. That’s how we build trust with each other, our customers, and our partners.If these values resonate with how you like to work, you’ll fit right in. Account Executive – Hunter (Outbound) Location: Remote (US) Department: Sales Reports to: chief sales officer Here’s the deal. There’s no inbound pipeline waiting for you. No partner leads getting handed over. No BDR team filling your calendar with warm meetings. You won’t inherit a territory full of existing accounts and ride renewals to quota. This is a pure outbound hunting role. You find the accounts. You open the doors. You build the pipeline from nothing - and you close it. If that sounds exhausting, this isn’t your job. If it sounds like exactly what you’ve been looking for - keep reading. Why This Role Exists Commerce platforms have dramatically simplified selling. Shopify, in particular, has become the default storefront for brands at scale. The problem is that everything after the buy button - order routing, inventory orchestration, fulfillment execution, exception handling across channels and partners - is still a mess. Most brands are running on a fragile patchwork of middleware, custom integrations, manual spreadsheets, and legacy OMS platforms that were never designed for modern omnichannel complexity. That’s exactly what Pipe17 solves. Pipe17 is the AI-native Enterprise Order Operations Platform. We replace the entire stack of iPaaS + OMS with a single unified operational layer that manages orders, inventory, products, fulfillment, and exceptions in one place. 300+ managed connectors. AI-powered workflows. Go-live in weeks, not quarters. No developer dependency. No systems integrator required. Every brand replatforming onto Shopify needs to solve what happens after checkout. Every brand scaling into new channels, adding 3PLs, expanding into marketplaces, or onboarding retail trading partners hits the same wall - their post-purchase operations can’t keep up. Pipe17 is the answer to that problem, and right now the vast, vast majority of these brands don’t know we exist. Brands like Estée Lauder, Allbirds, e.l.f. Beauty, Made In Cookware, Olly, Wyze, Dude Wipes, and Black Rifle Coffee Company already run their post-checkout operations on Pipe17. TikTok Shop named us “Best Enterprise Integration.” We’re defining a new category - Order Operations - and we’re looking for someone to go take the market. This is a business-building role inside a category-defining company. You’re not joining a mature sales org. You’re helping build one. What You’ll Do Build Your Own Pipeline - From Scratch - Identify and research high-value target accounts - omnichannel brands replatforming onto Shopify, scaling into new channels, or drowning in post-checkout complexity across multiple 3PLs, marketplaces, and trading partners - Develop creative, multi-channel outbound strategies. Cold calls, targeted emails, LinkedIn, events, industry communities - whatever works. You’ll figure it out because that’s what you do - Map accounts and find the right buyers - VP of Operations, VP of Ecommerce, VP of Supply Chain, CTO, CFO - and get meetings that nobody else can get Run a Full-Cycle Sales Process - Own the deal from first touch to closed-won - Partner with Sales Engineering to run discovery and demos that show prospects how Pipe17 replaces their entire iPaaS + OMS stack with one platform - Work complex buying committees across Operations, IT, and Finance - and build business cases that make the ROI obvious (our customers are seeing 85% operational cost reduction and 99% fewer fulfillment errors) - Sell the vision of Order Operations as a category - not just a product swap, but a fundamentally different approach to running post-checkout commerce Be a Creative Business Builder - Bring ideas to the table. If a vertical is underserved, tell us - then go after it. If a new outreach angle is working, share the playbook. If an event or community is full of our ICP, show up - Identify patterns in the market - replatforming waves, Shopify migrations, brands outgrowing their middleware - and turn those patterns into pipeline - Work with Marketing and Partnerships to amplify what’s working in the field, and provide real-time market intelligence back to Product and Leadership Quota and Comp - Let’s Be Honest About It Your quota is deliberately lower than a typical AE carrying a mixed inbound/outbound book. We’re not going to pretend that building pipeline from zero and closing it is the same workload as qualifying warm leads. It’s dramatically harder. We know that. Our expectations for what you build, however, are through the roof. We’re measuring you on more than bookings. We’re looking at accounts opened, pipeline created, deal velocity, competitive wins, and the kind of strategic territory development that compounds over quarters. The comp plan is built to reward hunting. The accelerators reflect that this is the hardest job in sales. The right person in this seat will out-earn most AEs at companies twice our size. Who You Are - 5–10+ years in B2B SaaS sales with a track record of outbound-sourced pipeline and closed revenue. You’ve hunted before. You have the scars and the wins to prove it - A self-starter in the truest sense. You don’t wait for playbooks. You write them. You don’t need leads. You create them. Monday morning, you know exactly what you’re doing because you planned it yourself - Creative and resourceful. You find ways in. Warm intros through your network, clever sequences that actually get replies, event plays, partnership angles - you’ve done it all and you’ll do more here - Comfortable selling into complex organizations. Multi-threaded deals with VP and C-level buyers across Operations, IT, and Finance are your natural habitat - A student of commerce. You understand the post-checkout problem. You know what happens when brands scale channels without operational infrastructure. You can talk to a VP of Operations about order routing logic and to a CFO about total cost of ownership - Hungry. Not hungry because you have to be - hungry because you want to be. You’re energized by the challenge of building something from nothing Nice to Have - Experience selling into commerce operations - OMS, ERP, order management, fulfillment, or supply chain software - Familiarity with the Shopify ecosystem and the challenges brands face when replatforming or scaling on Shopify - Understanding of NetSuite, iPaaS, EDI, or the middleware landscape that Pipe17 replaces - Experience at a Series A–C stage company where you had to build, not just execute - A network of contacts in ecommerce operations, retail technology, or supply chain Why the Right Person Will Love This - A massive market in motion. Thousands of brands are replatforming onto Shopify right now. Every single one of them needs to solve post-checkout operations. The timing for this role is ridiculously good - A product that sells. When prospects see Pipe17 replace their entire stack of middleware, custom integrations, and legacy OMS with one platform - and go live in weeks instead of quarters - they get it. The problem is real, the pain is acute, and the ROI is obvious. Your job is to get in the room - Category creation. We’re defining “Order Operations” as a category. You won’t be selling into a crowded market with 15 competitors running the same playbook. You’ll be educating buyers and owning the narrative - An incredible customer roster. Estée Lauder, Allbirds, e.l.f. Beauty, Made In Cookware, Black Rifle Coffee Company, Wyze, Dude Wipes - these are the reference accounts you’ll be selling alongside. The social proof is already there - Direct access to leadership. You’ll work directly with the CEO and founding team. Your feedback shapes strategy. Your wins shape the company - A comp plan designed for hunters. Lower base-to-quota ratio, higher accelerators, and real upside for the person who proves this motion works. If you’re the one who cracks it, you’ll be building a team under you This Role Is Not For You If… - You need inbound leads to hit quota - You’d rather follow a playbook than build one - You think outbound is “just cold calling” - You want a predictable, low-effort path to OTE - You’d rather manage a book of existing accounts than open new ones Compensation (US FTE) - 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 About Us Pipe17 is the AI-native Enterprise Order Operations Platform for brands and 3PLs. We replace the fragmented stack of iPaaS, middleware, and legacy OMS with one unified operational layer that manages orders, inventory, products, fulfillment, and exceptions across every channel and partner. With 300+ managed connectors, AI-powered workflows, and an industry-first MCP Server for agentic commerce, Pipe17 lets brands go live in weeks, scale into new channels in days, and run post-checkout operations without developer dependency or systems integrators. Our customers reduce operational costs by up to 85%, cut fulfillment errors by 99%, and launch new channels in days instead of months. Pipe17 is trusted by enterprise brands including Estée Lauder, Allbirds, e.l.f. Beauty, Made In Cookware, Wyze, Olly, Black Rifle Coffee Company, and Dude Wipes, as well as leading 3PLs including Ryder, FedEx, and Barrett Distribution. Pipe17 is a venture-funded software company headquartered in Seattle, WA with a significant presence in the San Francisco Bay Area. The company is backed by GLP Capital Partners, a leading investor in ecommerce logistics, and recently announced its Series A funding to accelerate growth and category leadership.

• Perform troubleshooting and provide development assistance to Pipe17 customers • Serve as a point of internal escalation on technical issues within the Support org • Perform check of escalated issues found by internal team members prior to advancing through proper channels • Create and improve documentation to help users and partners help themselves • Employ your problem solving skills to triage and fix bugs on our platform • Improve the quality and efficiency of the solutions we deliver to our customers • Find other opportunities to move the team, the org, and the company forward, such as contributing to building and maintaining internal tools, code review, mentoring • Some on call responsibilities weekdays after hours and some weekends • 4+ hours overlap with PST time zone if remote

• Design and deliver tailored solutions to meet customer needs • Collaborate with clients to understand their business challenges • Guide customers through the implementation process • Onboard new customers and understand their use cases • Ensure smooth integration of sales channels, ERPs, WMS and 3PLs • Eliminate fragmented channels and operational blind spots • Coach and educate customers to improve adoption of Pipe17