3-6 years of quota-carrying SaaS sales experience in enterprise sales.
Track record of 100%+ attainment on high-value ACV deals ($500k-$2M).
Expertise in selling complex, technical products like AI/ML, security, and risk solutions.
Strong skills in outbound prospecting and relationship management.
Ability to understand and communicate complex customer architectures.
Proven experience in navigating lengthy procurement cycles.
Comfortable in startup environments with a proactive, action-oriented mindset.
Familiarity with modern sales tools and maintaining disciplined pipeline hygiene.
Responsibilities
Develop and execute a sales strategy to expand enterprise accounts.
Build and maintain strong relationships with key stakeholders.
Drive new customer acquisition and establish a repeatable sales process.
Provide insights to customers on AI-powered risk mitigation solutions.
Collaborate with cross-functional teams to enhance product offerings.
Manage the entire sales cycle from prospecting to closing deals.
Report on sales performance and strategic initiatives to leadership.
Benefits
Platinum medical, dental, and vision coverage.
Unlimited PTO, sick leave, and parental leave.
Monthly wellness stipend of $100.
Free lunch and dinner provided daily.
401(k) retirement plan.
Full Job Description
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.
