Account Executive
AppDirect
full-time
Posted on:
Location Type: Remote
Location: United States
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Tech Stack
About the role
- Own the full sales cycle—from outbound prospecting to closing—with a strong emphasis on self-sourced pipeline generation.
- Drive net new revenue by identifying, engaging, and converting target accounts that are struggling with distributed workforce logistics, manual IT processes, or inefficient asset management.
- Actively hunt for new opportunities across mid-market and enterprise segments, leveraging LinkedIn, cold outreach, referrals, and events to open conversations with decision-makers in IT, HR, Finance, and Operations.
- Use the MEDDIC framework to qualify and advance deals systematically, ensuring strong alignment with business needs and stakeholder priorities.
- Build airtight business and ROI cases in partnership with champions and economic buyers—demonstrating how Firstbase reduces cost, increases visibility, and enables global scale.
- Position Firstbase as a strategic partner, not a vendor—helping customers think differently about how they manage the employee equipment lifecycle from onboarding to offboarding.
- Collaborate with internal teams including Sales Development, Solutions Engineering, and Customer Success to ensure seamless transitions and long-term account growth.
- Leverage Firstbase’s extensive integration ecosystem (e.g., Workday, ServiceNow, Okta) to tailor solutions that embed directly into customers’ systems and workflows.
Requirements
- 5+ years of experience as an Account Executive selling SaaS, IT operations platforms, or digital transformation solutions in mid-market or enterprise environments.
- Strong command of value-based selling, with a track record of building and closing business cases that demonstrate ROI and cost savings across departments.
- Experienced using MEDDIC to guide opportunity qualification and deal execution across complex, multi-threaded sales cycles.
- Deep understanding of how distributed work is changing IT operations—and a passion for solving the logistical pain points it creates.
- Familiarity with tools like ServiceNow, Okta, Workday, JAMF, or similar is a plus (but not required).
- Clear and concise communicator who can translate technical depth into business impact for any stakeholder—from IT admins to CFOs.
- BS/BA degree required.
Benefits
- At AppDirect, we believe that innovation thrives in an environment that houses diversity of excellence, experience and thought.
- We respect each AppDirector as their own fingerprint; unique with no one alike.
- We foster an environment of inclusion without regard to race, religion, age, sexual orientation, or gender identity enabling AppDirectors to embrace their uniqueness to do their best work. As such, we strongly encourage applications from Indigenous peoples, racialized people, people with disabilities, people from gender and sexually diverse communities, and/or people with intersectional identities.
- We take privacy very seriously.
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard skills
value-based sellingMEDDICpipeline generationbusiness case developmentROI demonstrationdeal executionaccount managementsales cycle managementSaaS salesdigital transformation solutions
Soft skills
clear communicationconcise communicationstakeholder engagementcollaborationproblem-solvingstrategic thinkingrelationship buildingadaptabilitynegotiationcustomer-centric approach