Enterprise Account Executive
Owns enterprise sales of AI-powered fraud and risk mitigation SaaS to large platforms, driving ARR through outbound prospecting, complex deal management, and navigating security cycles. Requires 3-6 years quota-carrying experience with 100%+ attainment on high-ACV deals.
About the job
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
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
Skills
HubSpot, Outreach, Gong, LinkedIn Sales Navigator, MEDDPICC, MEDDICC, Challenger, SaaS Sales, APIs, AI/ML
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