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.

• 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.

• 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.

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.

• 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.