Account Executive (Eastern Time Zone)

About Firstbase / AppDirect Remote work is the biggest workplace revolution in history. Nothing will deliver a higher quality of life upgrade in the next decade. The biggest challenge is in providing the infrastructure that makes going remote easy for companies and Firstbase is delivering this core infrastructure that makes remote and hybrid work possible and sustainable for companies around the world. Today, we serve both workers and businesses by doing two things: we give businesses the ability to instantly support remote workers with all the physical goods they need to do great work (from computers to furniture to company swag & perks), and we give workers the ability to pick and choose what they need for their unique circumstances, then return it when they leave. Firstbase is part of AppDirect who offer a subscription commerce platform to sell any product, through any channel, on any device - as a service. We power millions of subscriptions worldwide for organizations. We do this by our values-driven culture—one that enables you to Be Seen, Be Yourself, and Do Your Best Work About You You’re a seasoned enterprise Account Executive who thrives on solving operational inefficiencies and driving transformation in how modern businesses operate. You’ve sold complex SaaS or platform-based solutions to global organizations, ideally in IT, HR, or digital transformation spaces. You are curious, consultative, and know how to navigate multi-stakeholder sales cycles with IT, HR, Finance, and C-level buyers. You're at your best when helping customers build compelling value cases—backed by data and tied to ROI. You’re exctied about joining a team that’s reshaping the way companies equip distributed workforces. If you’re energized by high-growth environments, where taking initiative is rewarded, and excited to help organizations modernize their operations, we’d love to talk. What you’ll do and how you’ll have an impact

• 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.

What we’re looking for

• 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

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. At AppDirect we take privacy very seriously. For more information about our use and handling of personal data from job applicants, please read our Candidate Privacy Policy. For more information of our general privacy practices, please see AppDirect Privacy Notice: https://www.appdirect.com/about/privacy-notice