Enterprise Account Executive
At a glance
Mid-level Account Executive role at Variance. New York · full-time.
Pay not stated
Growth Roles summary, based on the employer's posting.
What you'll do
- Own enterprise sales and expand the customer footprint as one of the first sales hires
- Build a repeatable selling process that grows ARR and opens new markets
- Prospect outbound, develop relationships across buying groups, and manage opportunities with a structured method
- Guide deals through security, compliance, and procurement while keeping progress moving
- Explain technical product value to both technical teams and business decision-makers
What you bring
- Three to six years selling SaaS on quota, focused on enterprise accounts
- A record of exceeding quota on deals with contract values from $500k to $2M
- Experience selling complex products such as APIs, data platforms, security, AI/ML, or risk solutions
- Skill analyzing customer architectures, handling extended buying reviews, and managing structured sales processes
- A bachelor’s degree or equivalent practical experience
Who this fits
You’ll suit a builder-oriented enterprise seller who can operate with ambiguity and create a sales motion from the ground up. The role is fully in person at the New York City office.
From the employer
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 New York City, NY.
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
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