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Variance

Enterprise Account Executive

Owns enterprise sales for AI-powered fraud and risk mitigation platform, driving ARR through outbound prospecting, complex deal management, and navigating security/compliance cycles for $500k+ ACV deals. Requires 3-6 years quota-carrying SaaS sales experience.

San Francisco, CAAccount ExecutiveOnsite3+ YOE
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About the role

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 (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

HubSpotOutreachGongLinkedIn Sales NavigatorMEDDPICCMEDDICCChallengerAPIsAI/MLSaaS Sales

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