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Enterprise Account Executive

Variance· Operations
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Hybrid (New York, NY)Full-timePosted 4mo ago

About the role

Account Executive (AE) to own and expand the enterprise footprint at Variance, selling AI-powered fraud risk mitigation solutions to large organizations. In-person role based in New York City, responsible for building a repeatable engine that drives ARR and expands presence with enterprise customers.

Responsibilities

  • Own and expand enterprise footprint with new and existing customers
  • Drive ARR growth and develop a repeatable go-to-market engine
  • Navigate lengthy security, compliance, and procurement cycles while maintaining deal momentum
  • Prospect and build multi-threaded relationships using outbound and inbound approaches
  • Articulate value of complex, technical products (APIs, data platforms, security, AI/ML, risk solutions) to technical and business stakeholders
  • Maintain disciplined pipeline hygiene and leverage modern sales tools (Hubspot, Outreach, Gong, LinkedIn Sales Navigator)
  • Operate in a fast-growing startup environment and contribute to GTM strategy

Qualifications

  • 3–6 years of quota-carrying SaaS sales experience (enterprise focus) with 100%+ attainment on $500k–$2M ACV deals
  • Experience selling complex, technical products (APIs, data platforms, security, AI/ML, or risk solutions) preferred
  • Strong outbound prospecting, multi-threaded relationship-building, and deal-management skills (MEDDPICC, MEDDICC, Challenger)
  • Ability to dissect intricate customer architectures and communicate value to technical and business audiences
  • Proven ability to navigate security, compliance, and procurement cycles while maintaining deal momentum
  • Startup mindset: comfortable with ambiguity, action-oriented, able to build from 0 to 1
  • Proficiency with sales stack (Hubspot, Outreach, Gong, LinkedIn Sales Navigator)
  • Bachelor’s degree or equivalent practical experience

Skills

Required:Quota-carrying SaaS salesSales cycle managementMEDDPICC / MEDDICC / ChallengerOutbound prospectingTechnical product storytelling

Benefits

  • Top-tier benefits
  • Generous commission and equity value (hyper-growth stage)
Last updated Sep 23, 2026. Interested? Apply on the company site.
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About Variance

World-Class Tooling for Trust & Safety teams

Build safer platforms with Intrinsic. Get access to the best safety technologies from one unified API. Enable your Trust & Safety team to tell cohesive stories from policy to product, to enforcement. Michael and Karine first met two years ago at Apple’s Fraud Engineering, Algorithmic Risk team, which evolved to become Apple’s Trust & Safety function. We are both engineers and helped solve online abuse problems, including spam, botting, account security, and developer fraud for Apple’s customer base of over a billion users.

compliancecybersecurityenterprise-softwaretrust-&-safetyai
Company profileWebsite

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