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Variance

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.

New York, NYAccount 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

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

HubSpotOutreachGongLinkedIn Sales NavigatorMEDDPICCMEDDICCChallengerSaaS SalesAPIsAI/ML

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