Enterprise Account Executive

The role

You will own and expand the enterprise footprint as one of the first sales hires. You will build a repeatable engine to drive ARR and capture new markets using AI-powered risk mitigation.

What you will do

• Own and expand the enterprise footprint
• Build a repeatable engine that drives ARR
• Capture new markets
• Cement Variance as the category standard for AI-powered risk mitigation
• Perform outbound prospecting
• Build multi-threaded relationships
• Manage structured deals
• Dissect intricate customer architectures
• Articulate value to technical and business audiences
• Navigate security, compliance, and procurement cycles

Required qualifications

• 3–6 years of quota-carrying SaaS sales experience (enterprise focus)
• Track record of 100 %+ attainment on $500k–$2M ACV deals
• 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
• 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)
• Disciplined pipeline hygiene
• Bachelor’s degree or equivalent practical experience

Nice to have

• Expertise selling complex, technical products
• APIs, data platforms, security, AI/ML, or risk solutions

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

About the company

Variance uses disruptive technologies and safe and effective AI to solve complex problems. The company serves large social media, online, and financial services platforms.