Marketplace Account Executive

As a Marketplace Account Executive on our Enterprise Sales team, you own a focused portfolio of roughly 100 accounts and are directly responsible for building account strategy, running the deal cycle, and closing business in partnership with your Named Account Manager (GNAM). You are the strategic owner of your book, accountable for pipeline and bookings on your accounts, with your GNAM as your senior partner on the largest and most complex plays within it. This is a data-driven, AI-forward role: you'll use Claude daily to run account research, build account plans, and maximize the quality of every touch. This is a full-time role based in Lehi, Utah.

What is a day in the life of a Marketplace Account Executive?

• Own the account strategy and the close. You will build account plans - including the stakeholder map and the competitive and marketplace context - and running that plan through to a signed contract.

• On your largest or most complex accounts, partner with your GNAM to divide and conquer and maximize output. On other deals, you'll own the deal end to end, pulling in your ecosystem (Solutions, Marketing, Alliances) for support as needed.

• Use Claude as your daily working tool, not a side project. Build and refresh account plans, research buyer and marketplace context, and model deal scenarios.

• Lead deal strategy and negotiation on your opportunities, including qualification, multi-stakeholder navigation, competitive positioning, and commercial structuring.

• Research ecommerce categories and identify high-growth brands and products to trade on US marketplace platforms, translating that research into account-specific strategy rather than generic outreach.

• Build and maintain deep stakeholder maps for each account, and be the first to identify and engage primary points of contact.

• Craft and deliver value-driven narratives and proposals specific to each account's current pain points, marketplace position, and growth opportunity.

• Run inbound and outbound outreach with compelling, account-specific messaging through phone, email, and LinkedIn - with a smaller book, quality and strategic relevance matter more than volume.

Required Qualifications

• Bachelor's degree.

• Track record of hitting quota, ideally including experience carrying and closing deals.

• Demonstrated ability to build and execute an account plan or territory strategy, not just work an assigned list.

• Excellent written and verbal communication skills, including comfort presenting to senior stakeholders.

• Creative thinker and problem solver who can build a credible business case for a $5M+ deal.

• Highly organized and disciplined - this role is graded monthly on a data-driven KHP scorecard tied to compensation, so meticulous CRM hygiene and account planning aren't optional.

• Genuine comfort using AI tools (specifically Claude) as part of your daily workflow - for account planning, research, deal strategy, and keeping your own account data audit-ready. We're looking for people who want to be on the cutting edge here, not people who tolerate AI as an add-on.

Preferred Qualifications

• Experience with Salesforce CRM.

• Prior experience using Claude or another AI copilot inside a sales workflow (account planning, research, deal strategy, pipeline hygiene).

• Previous exposure to marketplaces, specifically (but not limited to) Amazon.

• Experience with LinkedIn Sales Navigator and Outreach.

What does the team look like?

This team is data-driven and results-oriented - your bookings and interactions with customers are visible, monthly, and tied to how the team measures and pays you. You'll partner closely with your GNAM as a strategic peer on your largest accounts, and collaborate across departments to execute on deal strategy.

What does high performance look like?

• Deliver your territory bookings number in partnership with your GNAM on the largest or most complex accounts.

• Your account prospecting and warming scores are consistently at or above target - stakeholders current, notes current, and strategy fields filled in, every month, without needing to be chased.

• You use Claude and Pattern's AI tooling to work smarter at a strategic level - automating research and hygiene so you spend more real time on account strategy and buyer conversations, not less.

• You follow through with all assignments in a timely manner and own your forecast accuracy.

Sounds great! What’s the company culture? We are looking for individuals who are:

• Game Changers- A game changer is someone who looks at problems with an open mind and shares new ideas with team members, regularly reassesses existing plans and attaches a realistic timeline to goals, makes profitable, productive, and innovative contributions, and actively pursues improvements to Pattern’s processes and outcomes.
• Data Fanatics- A data fanatic is someone who recognizes problems and seeks to understand them through data, draws unbiased conclusions based on data that lead to actionable solutions, and continues to track the effects of the solutions using data.
• Partner Obsessed- An individual who is partner obsessed clearly explains the status of projects to partners and relies on constructive feedback, actively listens to partner’s expectations and delivers results that exceed them, prioritizes the needs of your partners, and takes the time to create a personable experience for those interacting with Pattern.
• Team of Doers- Someone who is a part of a team of doers uplifts team members and recognizes their specific contributions, takes initiative to help in any circumstance, actively contributes to supporting improvements, and holds themselves accountable to the team as well as to partners.

What is the hiring process?

• An initial phone interview with Pattern’s talent acquisition team.
• A video interview with a sales leader.
• A video interview with a sales leader.
• An onsite interview with a panel of sales leaders.
• Reference checks.
• Executive review.

How can I stand out as an applicant?

• Be prepared to talk about professional accomplishments with specific data to quantify examples
• Be ready to talk about how you can add value and be the best addition to the team
• Focus on mentioning how you would make a difference at Pattern
• Be prepared to talk about any side projects related to data and analytics