About the role
At Variance, we're 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 San Francisco, CA.
What You Bring
- 3+ 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
- Health care: platinum-level medical, dental, and vision insurance
- Unlimited PTO, sick leave, and parental leave
- Up to $100 per month in reimbursement for personal health and wellness expenses
- Up to $200 per month in commuter benefits
- Free lunch and dinner
- 401(k) plan with employer match (eligible after 6 months)
- Meaningful equity in a fast-growing, Series A company
We evaluate all applicants consistently without regard to race, color, religion, gender, national origin, age, disability, veteran status, pregnancy, gender expression or identity, sexual orientation, citizenship, or any other legally protected class. We encourage you to apply even if your experience doesn't precisely match the job description.