Enterprise Account Executive

Variance; San Francisco (CA); On-site; USD 100,000 - 150,000; Full time

Benefits offered by this job

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

Job summary

A growing technology company in San Francisco is seeking an ambitious Account Executive to drive ARR and expand its enterprise footprint. In this in-person role, you will build a repeatable engine for capturing new markets and solidifying the company's position as a leader in AI-powered risk mitigation. Successful candidates will have 3-6 years of SaaS sales experience and a proven track record of exceeding quotas. The firm offers a competitive benefits package, including platinum medical coverage and unlimited PTO.

Qualifications

• 3–6 years of quota-carrying SaaS sales experience, with a track record of 100+% attainment on $500k–$2M ACV deals.
• Expertise in selling complex products like APIs, data platforms, or AI/ML solutions.
• Ability to manage multi-threaded relationships and deal cycles.

Responsibilities

• Own and expand the enterprise footprint.
• Build a repeatable engine that drives ARR and captures new markets.
• Articulate value to technical and business audiences.

Skills

SaaS sales experience

Technical product sales

Outbound prospecting

Relationship building

Deal management

Startup mentality

Sales stack proficiency

Education

Bachelor’s degree or equivalent

Tools

Hubspot

Outreach

Gong

LinkedIn Sales Navigator

Job description

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.

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.
• Bachelor’s 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