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Enterprise Account Executive

Variance· Operations
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San Francisco, CAFull-timePosted 4mo ago

About the role

Account Executive at Variance, an AI startup focused on fraud review and investigations. In-person role based in San Francisco, responsible for owning and expanding the enterprise footprint, building a repeatable engine to drive ARR, capturing new markets, and advancing Variance as the standard for AI-powered risk mitigation.

Responsibilities

  • Own and expand our enterprise footprint and drive ARR growth.
  • Build a repeatable go-to-market engine to capture new markets and improve customer expansion.
  • Sell complex, technical products (APIs, data platforms, security, AI/ML, or risk solutions).
  • Manage outbound prospecting, multi-threaded relationship building, and structured deal management (e.g., MEDDPICC, MEDDICC, Challenger).
  • Dissect intricate customer architectures and articulate value to technical and business audiences.
  • Navigate lengthy security, compliance, and procurement cycles while maintaining deal momentum.
  • Collaborate with founders and cross-functional teams to close Enterprise deals.

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).
  • Proven outbound prospecting, multi-threaded relationship building, and structured deal management skills (MEDDPICC, MEDDICC, Challenger).
  • Ability to articulate value to both technical and business audiences.
  • Ability to navigate long security, compliance, and procurement cycles.
  • 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.

Skills

Required:Quota-carrying SaaS salesComplex sales to enterpriseMEDDPICC / MEDDICC / ChallengerOutbound prospectingPipeline management

Benefits

  • Top-Tier Benefits
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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