Account Executive (AE) to own and expand our enterprise footprint. You9ll be one of the first sales hires, responsible for building a repeatable engine that drives ARR, captures new markets, and cements Variance as the category standard for AI-powered risk mitigation.
This is an in-person position. Our office is located in San Francisco, CA.
What You Bring- 3-6 years of quota-carrying SaaS sales experience (enterprise focus), with a track record of 100 %+ attainment on $500k-$2M ACV deals.
- Expertise selling complex, technical products. APIs, data platforms, security, AI/ML, or risk solutions strongly preferred.
- Command of outbound prospecting, multi-threaded relationship building, and structured deal management (e.g., MEDDPICC, MEDDICC, Challenger).
- Ability to dissect intricate customer architectures and articulate value to both technical and business audiences.
- Proven skill navigating lengthy security, compliance, and procurement cycles while maintaining deal momentum.
- Startup DNA: comfortable with ambiguity, biased toward action, and motivated to build from 0 to 1.
- Proficiency with modern sales stack (Hubspot, Outreach, Gong, LinkedIn Sales Navigator) and disciplined pipeline hygiene.
- Bachelor9s degree or equivalent practical experience.
Why Variance- Category-Defining Product: Tackle mission-critical fraud and identity challenges with cutting-edge AI. Variance is a novel and cost-efficient solution for a well defined pain point with high stakes and very high executives visibility, oftentimes met with a large budget.
- Hyper-Growth Stage: Join early, shape GTM strategy, and see your impact reflected in very generous commission and equity value.
- High ARR Accounts: Variance supports multiple Fortune 500s with high expansion potential, has seen >300% NRR and only supports 6 figure+ contracts.
- Top-Tier Benefits
- Platinum medical, dental, and vision coverage
- Unlimited PTO, sick leave, and parental leave
- $100 monthly wellness stipend
- Free lunch and dinner (daily)
- 401(k) plan
