Account Executive (Enterprise)

Variance•San Francisco, CA

11d•Onsite

About The Position

At Variance we are using disruptive technologies to solve some of our digital age's oldest and most complex problems, using safe and effective AI. Your work will directly contribute to helping fraud and Risk & Compliance teams spend less time on repetitive manual reviews and investigations, allowing them to focus on what matters most. We are rapidly growing, serving some of the largest and fastest-growing social media, online and financial services platforms. We’re looking for a high-impact Account Executive (AE) to own and expand our enterprise footprint. You'll 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.

Requirements

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.
Bachelor’s degree or equivalent practical experience.