Variance
Enterprise Account Executive
New York · On-site · Full-time · Posted Mar 31, 2026
- Experience
- 3–6 years of quota-carrying SaaS sales experience.
- Education
- Bachelor’s degree or equivalent practical experience.
About the job
Own and expand Variance’s enterprise sales footprint, building a repeatable sales engine for its AI-powered risk mitigation product.
What you'll do
- Drive ARR by winning enterprise customers and expanding accounts.
- Build outbound prospecting, relationship-building, and deal-management processes.
- Navigate customer technical architectures and security, compliance, and procurement cycles.
What they ask for
- 3–6 years of quota-carrying SaaS sales experience focused on enterprise, with a track record of 100 %+ attainment on $500k–$2M ACV deals.
- Experience selling complex, technical products and communicating value to technical and business audiences.
- Ability to manage lengthy security, compliance, and procurement cycles.
- Proficiency with modern sales tools and disciplined pipeline hygiene.
Nice to have
- Expertise in APIs, data platforms, security, AI/ML, or risk solutions.
- Familiarity with MEDDPICC, MEDDICC, or Challenger.
Tools
APIs, Hubspot, Outreach, Gong, LinkedIn Sales Navigator, MEDDPICC, MEDDICC, Challenger
AI focus
Sell an AI-powered risk mitigation product addressing fraud and identity challenges.
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