Junior Account Executive - Fulfillment at Pattern

Job description

Are you obsessed with data, partner success, taking action, and changing the game? If you have a whole lot of hustle and a touch of nerd, come work with Pattern! We want you to use your skills to push one of the fastest-growing companies headquartered in the US to the top of the list. Pattern accelerates brands on global ecommerce marketplaces leveraging proprietary technology and AI. Utilizing more than 66 trillion data points, sophisticated machine learning and AI models, Pattern optimizes and automates all levers of ecommerce growth for global brands, including advertising, content management, logistics and fulfillment, pricing, forecasting and customer service. Hundreds of global brands depend on Pattern’s ecommerce acceleration platform every day to drive profitable revenue growth across 60+ global marketplaces—including Amazon, Walmart.com , Target.com , eBay, Tmall, TikTok Shop, JD, and Mercado Libre. To learn more, visit pattern.com or email press@pattern.com . Pattern has been named one of the fastest growing tech companies headquartered in North America by Deloitte and one of best-led companies by Inc. We place employee experience at the center of our business model and have been recognized as one of Newsweek’s Global Most Loved Workplaces®. As a Junior Account Executive on our Fulfillment team, you'll start by building and qualifying pipeline for our Senior Account Executives — then, as you grow into the role, you'll take on full-cycle opportunities of your own, from first conversation through negotiation and close, helping brands get their products to customers faster and at lower cost with Pattern's fulfillment solutions, from marketplace prep and inbound transportation to DTC shipping, returns, and reimbursements. Pattern Fulfillment ships over 15M units a month with 99.8% on-time shipment. This is a data-driven, AI-forward role: you'll use enterprise AI access daily to research accounts, prep for discovery calls, and keep your pipeline audit-ready. This is a full-time role based in Lehi, Utah, with room to grow into a full-cycle or enterprise AE seat. What is a day in the life of a Junior AE? In the early term, you’ll be primarily responsible for building sales pipeline for Senior Account Executives and learning the top of the funnel process for Fulfillment. Eventually grow to own and progress a pipeline of qualified opportunities from first call through close, partnering closely with BDRs/SDRs on handoff quality. Own the SMB segment of the Fulfillment pipeline, freeing Senior Account Executives to pursue new verticals and new markets, and take new Pattern Fulfillment products to market as they launch. Run engaging, consultative discovery calls on Pattern's fulfillment solutions — marketplace prep, middle mile, DTC, returns, and reimbursements — for brand operations and supply chain stakeholders. Use AI tools as your daily working tool — for account research, call prep, proposal drafting, and self-checking your own CRM hygiene before it's ever flagged in a report. Partner with Fulfillment operations and Senior Account Executives on RFP responses, pricing models, and warehouse walkthroughs for more complex accounts. Working with Senior Account Executives to negotiate pricing, scope, and contract terms within established guidelines, and manage the deal through legal and procurement. Keep Salesforce current and trustworthy — contacts, notes, next steps, and forecast category — since it drives your own comp and the team's reporting. Build relationships with operations, logistics, and supply chain leaders to understand their fulfillment pain points — from Amazon placement fees and long check-in times to out-of-stocks and returns costs. Travel to industry events and trade shows to find qualified leads and new business. Consistently hit quarterly and annual bookings targets. Required Qualifications Bachelor's degree in Business or related field, or equivalent experience. 1–2 years of business development or related experience (SaaS, logistics, or ecommerce services preferred), or a proven track record as a BDR/SDR ready to move into a closing role. Track record of hitting quota or activity targets. Excellent written and verbal communication skills. Genuine comfort using AI tools as part of your daily workflow — for research, call prep, and pipeline hygiene. We're looking for people who want to be on the cutting edge here, not people who tolerate AI as an add-on. Highly organized and disciplined, with strong CRM habits. Proficiency with Google Suite Preferred Qualifications Experience selling 3PL, fulfillment, logistics, or supply chain services, or other ecommerce services and platforms. Familiarity with Amazon FBA and other marketplace ecosystems. Experience with Salesforce CRM, Outreach, and LinkedIn Sales Navigator. Prior experience using AI to enhance a sales workflow. What does the team look like? You'll join Pattern's Fulfillment sales team and report to the Fulfillment Head of Go-To-Market. This team is data-driven and results-oriented — your pipeline health, forecast accuracy, and bookings are visible monthly and tied to how the team measures and pays you. You'll work closely with BDRs, Fulfillment Operations, and Customer Success as deals move from pipeline to close to onboarding. What does high performance look like? You consistently hit or exceed your monthly and quarterly bookings number. Your deal cycles are clean and well-documented, with strong first-call-to-close conversion. Your CRM data is accurate and current without needing to be chased. You use Pattern's AI tooling to work smarter — spending more real time with buyers, not less. Sounds great! What's the company culture? We are looking for individuals who are: Game Changers – Someone who looks at problems with an open mind, shares new ideas with team members, regularly reassesses existing plans with realistic timelines, and actively pursues improvements to Pattern's processes and outcomes. Data Fanatics – Someone who recognizes problems and seeks to understand them through data, draws unbiased conclusions that lead to actionable solutions, and tracks the effects of those solutions using data. Partner Obsessed – Someone who clearly explains project status to partners, actively listens to their expectations, delivers results that exceed them, and prioritizes the needs of partners. Team of Doers – Someone who uplifts team members, takes initiative to help in any circumstance, actively contributes to improvements, and holds themselves accountable to the team and to partners. What is the hiring process? An initial phone interview with Pattern's talent acquisition team. 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 sales accomplishments with specific numbers to quantify examples. Be ready to talk about how you'd add value and be the best addition to the Fulfillment team. Focus on how you'd make a difference at Pattern in your first 90 days. Be prepared to walk through how you'd run a discovery call with an operations leader. Why should I work at Pattern? Pattern offers big opportunities to make a difference in the ecommerce industry! We are a company full of talented people that evolves quickly and often. We set big goals, work tirelessly to achieve them, and we love our Pattern community. We also believe in having fun and balancing our lives, so we offer awesome benefits that include: - Unlimited PTO - Paid Holidays - Onsite Fitness Center - Company Paid Life Insurance - Casual Dress Code - Competitive Pay - Health, Vision, and Dental Insurance - 401(k) match. Pattern matches 100% of the first 3% in eligible compensation deferred and 50% of the next 2% in eligible compensation deferred. Pattern provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability, status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state, or local laws.

Requirements

Must-haves

What is a day in the life of a Junior AE?
In the early term, you’ll be primarily responsible for building sales pipeline for Senior Account Executives and learning the top of the funnel process for Fulfillment.
Eventually grow to own and progress a pipeline of qualified opportunities from first call through close, partnering closely with BDRs/SDRs on handoff quality.
Own the SMB segment of the Fulfillment pipeline, freeing Senior Account Executives to pursue new verticals and new markets, and take new Pattern Fulfillment products to market as they launch.
Run engaging, consultative discovery calls on Pattern's fulfillment solutions — marketplace prep, middle mile, DTC, returns, and reimbursements — for brand operations and supply chain stakeholders.
Use AI tools as your daily working tool — for account research, call prep, proposal drafting, and self-checking your own CRM hygiene before it's ever flagged in a report.
Partner with Fulfillment operations and Senior Account Executives on RFP responses, pricing models, and warehouse walkthroughs for more complex accounts.
Working with Senior Account Executives to negotiate pricing, scope, and contract terms within established guidelines, and manage the deal through legal and procurement.
Keep Salesforce current and trustworthy — contacts, notes, next steps, and forecast category — since it drives your own comp and the team's reporting.
Build relationships with operations, logistics, and supply chain leaders to understand their fulfillment pain points — from Amazon placement fees and long check-in times to out-of-stocks and returns costs.
Travel to industry events and trade shows to find qualified leads and new business.
Consistently hit quarterly and annual bookings targets.

Nice-to-haves

1–2 years of business development or related experience (SaaS, logistics, or ecommerce services preferred), or a proven track record as a BDR/SDR ready to move into a closing role.
Experience selling 3PL, fulfillment, logistics, or supply chain services, or other ecommerce services and platforms.
Familiarity with Amazon FBA and other marketplace ecosystems.
Experience with Salesforce CRM, Outreach, and LinkedIn Sales Navigator.
Prior experience using AI to enhance a sales workflow.
What does the team look like?
What does high performance look like?
You consistently hit or exceed your monthly and quarterly bookings number.
Your deal cycles are clean and well-documented, with strong first-call-to-close conversion.
Your CRM data is accurate and current without needing to be chased.
You use Pattern's AI tooling to work smarter — spending more real time with buyers, not less.
Sounds great! What's the company culture? We are looking for individuals who are:

Application prep

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Benefits

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Dental

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401(K)

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