Sales Account Executive

About Fringe

Fringe is a fast-growing HR technology company based in Virginia. Founded in late 2018, Fringe is the first ever platform for personalized lifestyle benefits. We are a relentlessly people-focused group revolutionizing the way employers care for their people in the benefits space. We're a supportive, down-to-earth team, fully committed to the belief that relationships fuel outstanding client experience.

We built Fringe to give companies a better way to show love and care to their people. Because we believe it's the people who really matter. Companies exist because of the products and services they offer, but we believe the people within them should come first. At Fringe, this is the way we live.

Practically, this means we hire people who care about their teammates just as much as (if not more than) themselves. We hire people who are genuine, humble, willing to learn, ready to teach, able to adapt, flex, collaborate, celebrate each other, win together and lose together.

We're a startup, and that means we must be a courageous group. We solve problems all day, but we also mess up sometimes. We extend grace to each other, and we try again. We aren't looking for perfect people. We're looking for people who own their faults, play to their strengths, and have the courage to simply be the same person all the time.

If that doesn't sound like your cup of cold brew, no hard feelings. But that's exactly who we are and what you can expect when you work at Fringe.

About the Role

Fringe reaches employers two ways: directly, by working with HR leaders who want a better way to care for their people, and through partners like ADP, where Fringe is available to the employers who already trust ADP to run their HR and payroll. Partner-sourced deals move differently. They're warmer, faster, and come with a partner in the room. Direct deals take more discovery, more storytelling, and more hustle. We need someone who's great at both.

You'll be an Account Executive focused on ADP-specific opportunities, alongside a book of our smaller direct deals. You'll own your pipeline from first conversation to signed contract, work closely with our partnership team and ADP's sales teams, and partner cross-functionally with Marketing, Customer Success, and Product to make sure every new client gets off to a great start.

This is a role for a seller who loves variety and wants to help build something. The ADP motion is still growing, which means you'll do more than close deals. You'll help shape the playbook. It's a lot of hats and a rare amount of ownership, visibility, and impact.

Reports to: Senior Director of Growth

What you'll own

ADP partnership deals

• Run ADP-sourced opportunities end to end: discovery, demo, proposal, and close, often on a much faster timeline than a traditional sales cycle.

• Build trusted relationships with ADP sales reps and partner teams so Fringe is top of mind when their clients ask about recognition, rewards, and employee experience.

• Learn the ADP co-sell motion inside and out, and help turn what works into a repeatable playbook.

• Hand off cleanly to Customer Success so partner-sourced clients launch quickly and see value from day one.

Direct opportunities

• Own a pipeline of smaller direct deals, typically HR leaders at growing companies who wear a lot of hats.

• Run sharp, tailored demos that show how Fringe helps a small HR team deliver a best-in-class employee experience without juggling a pile of vendors.

• Work inbound leads, referrals, and targeted outbound with intention and consistent follow-through.

• Keep Salesforce clean, your pipeline current, and your forecast honest.

Cross-functional partner

• Collaborate with Partnerships, Marketing, Customer Success, and Product to win deals together and set clients up for success.

• Bring back what you're hearing from prospects and partners, and help sharpen our pitch, our process, and our product.

Who you are

• A natural self-starter. You build your own momentum, manage your own day, and don't need someone looking over your shoulder to hit your number.

• Versatile. You can run a fast, partner-sourced deal in the morning and a thoughtful direct discovery call in the afternoon, and you enjoy the switch.

• Open-minded and coachable. You're curious about new ways of selling, welcome feedback, and adapt quickly when something isn't working.

• A true collaborator. You know the best deals are won together, and you treat partners and teammates like they're on your team, because they are.

• Someone who owns mistakes, extends grace, and shows up as the same person every day. That's who we are.

Need to haves

• 3–5 years of B2B sales experience, with a track record of meeting or exceeding quota.

• Experience owning the full sales cycle, from discovery through close.

• Comfort managing multiple deals at once, at different speeds and stages.

• Strong discovery, presentation, and demo skills, with the ability to communicate…