Marketplace Manager

Role Overview

• Own the US Marketplace commercial outcome across all three revenue channels: direct (first-party) fulfilment margin, third-party supplier clip revenue, and platform Software-as-a-Service (SaaS) licensing Annual Recurring Revenue (ARR).
• Lead enterprise customer acquisition and account expansion — building on anchor enterprise accounts and closing new zero-click customers across safety, Personal Protective Equipment (PPE), and compliance consumable categories, supported by an active pipeline of prospective accounts.
• Own and execute a major national distribution partnership through its three-phase pilot — from leveraging the partner’s warehouse network for SafetyCulture zero-click order fulfilment, through to deploying the solution to the partner’s end customers across the US.
• Manage the customer migration from the legacy tech stack. Coordinate with the platform team to eliminate legacy integration dependencies, migrate active US customers to the new system, and protect service continuity for live accounts throughout the transition.
• Own the US supplier base — negotiate and close agreements across key safety, PPE, and consumable categories, close product gaps critical to the distribution partnership, and maintain healthy supplier relationships across all active categories.
• Represent the US Marketplace at SafetyCulture’s leadership level — align commercial priorities with the Australia-based team, contribute to global platform strategy, and build a US commercial model that can be replicated in other markets.

Requirements

• Proven track record in a business-to-business commercial role where you have owned pipeline generation, closed complex enterprise deals, and grown accounts — ideally in a marketplace, supply chain, procurement, or safety equipment environment.
• Experience building and managing distribution or logistics partnerships at scale — in a third-party logistics (3PL), wholesale, or multi-supplier model where you have structured and delivered a joint commercial outcome.
• Comfortable holding commercial, operational, and financial accountability simultaneously — able to own a profit and loss without a large supporting team behind you.
• Working understanding of SaaS and platform business models — able to translate platform capability (zero-click procurement, inspection-triggered replenishment) into compelling value propositions for enterprise customers and distribution partners.
• Supplier negotiation and commercial contracting — able to structure reseller and distribution agreements at pace, with legal and cross-functional stakeholders.
• Operational leadership in a lean or early-stage environment — proven ability to prioritise ruthlessly, keep the business running, and build systems that will scale.
• Uses AI tools as a standard part of how they work — for sales research, pipeline and account analysis, proposal and communications drafting, and commercial decision support.
• Comfortable experimenting with AI to remove operational friction — from supplier onboarding workflows to inventory reporting and customer communication.
• Able to identify where AI creates genuine leverage in the zero-click procurement model, and partner with the platform team to advocate for the right use cases.

Benefits

• Equity for all full-time team members