Sales Account Executive

Fringe•Richmond, VA

10d•Remote

About The Position

Fringe is a fast-growing HR technology company based in Virginia that provides a platform for personalized lifestyle benefits. The Sales Account Executive will manage ADP-specific opportunities alongside a book of smaller direct deals, owning the sales pipeline from initial conversation through signed contract. The role works closely with Fringe’s partnership team and ADP sales teams, as well as Marketing, Customer Success, and Product. The person in this role will also help build and improve the sales playbook for Fringe’s growing ADP partnership motion. For ADP partnership deals, the Account Executive runs opportunities through discovery, demos, proposals, and close; develops trusted relationships with ADP sales representatives and partner teams; learns and improves the co-sell process; and ensures clean handoffs to Customer Success. For direct opportunities, the Account Executive manages smaller deals with HR leaders at growing companies, delivers tailored demos, and follows up on inbound leads, referrals, and targeted outbound. The role also maintains accurate Salesforce records, pipeline updates, and forecasts, and shares prospect and partner feedback to improve Fringe’s pitch, processes, and product. Fringe is remote-first, with an office in Richmond, Virginia available to those who want it. The company describes its culture as supportive, collaborative, adaptable, people-focused, and suited to self-starters who are open to feedback and willing to take ownership.

Requirements

3–5 years of B2B sales experience, with a record of meeting or exceeding quota.
Experience owning the full sales cycle from discovery through close.
Ability to manage multiple deals at different speeds and stages.
Strong discovery, presentation, and demo skills, including the ability to communicate value to HR leaders and executives.
Familiarity with a modern sales technology stack such as Salesforce, LinkedIn Sales Navigator, Google Workspace, Claude, or similar tools.
Self-directed and organized, with the discipline to thrive in a remote role.
Strong written and verbal communication skills.

Nice To Haves

Experience selling HR technology or selling to HR, benefits, or people teams.
SaaS sales experience.
Experience working with channel partners or resellers, or co-selling alongside a larger platform.
ADP experience.

Responsibilities

Run ADP-sourced opportunities end to end, including discovery, demos, proposals, and closing.
Build trusted relationships with ADP sales representatives and partner teams so Fringe is top of mind for relevant client needs.
Learn the ADP co-sell motion and help turn successful approaches into a repeatable playbook.
Hand off partner-sourced clients cleanly to Customer Success so they can launch quickly and realize value.
Own a pipeline of smaller direct deals, typically with HR leaders at growing companies.
Deliver tailored demos explaining how Fringe can help small HR teams provide a strong employee experience without managing multiple vendors.
Work inbound leads, referrals, and targeted outbound with consistent follow-through.
Maintain clean Salesforce records, current pipeline information, and honest forecasts.
Collaborate with Partnerships, Marketing, Customer Success, and Product to win deals and prepare clients for success.
Share feedback from prospects and partners to help improve Fringe’s pitch, sales process, and product.

Benefits

Employer-paid medical, dental, and vision insurance for individuals and families.
3% company match on 401(k) retirement contributions.
Unlimited paid time off, with a two-week minimum per year.
Paid holidays.
Volunteer days.
Quarterly wellbeing days off.
Parental leave.
Employee stock options.
Monthly Fringe lifestyle benefits through the company’s marketplace.
Free access to DoorDash DashPass and Cloverleaf for personal and team development.
Company-sponsored in-person and virtual team events.
Competitive salary.