Enterprise Account Executive

Variance

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

Trustpilot

At Trustpilot, we're on an incredible journey. We're a profitable, high-growth FTSE-250 company with a big vision: to become the universal symbol of trust. We run the world's largest open customer review platform, and while we've come a long way, there's still so much exciting work to do. Come join us at the heart of trust! At Trustpilot, we’re on a mission to make the world a little more trustworthy by empowering businesses through authentic customer feedback. Our team is a vibrant mix of multinational customer experience specialists who thrive on collaboration, problem-solving, and out-of-the-box thinking. We pride ourselves on being effective listeners and troubleshooters, always ready to tackle challenges together. As an Enterprise Account Executive at Trustpilot, you won’t just be selling a product; you’ll be part of a dynamic Sales team filled with hard-working and motivated professionals who share a passion for delivering exceptional support and value to our diverse customer base. Here, you’ll find that your hard work and dedication are recognized and celebrated. With an empowered and supportive leadership team and peers who inspire each other to excel, you’ll have the tools and resources you need to achieve your targets and grow your career.  We believe that success should be enjoyable, and we make sure that fun is part of the journey. If you’re ready to take on new challenges, make meaningful connections, and be part of a team that is shaping the future of customer experience, then Trustpilot is the place for you! What You’ll Be Doing * Direct the full sales cycle from inception to close, strategically guiding enterprise clients through each stage of the process. * Uncover and capture new vertical opportunities by translating Trustpilot’s value into high-growth greenfield markets. * Conduct outbound sales calls and meetings with C-level executives across various industries, building strong relationships and driving interest with the support of the Enterprise ADR Team’s lead generation efforts. * Drive accurate, by ambitious forecasting by maintaining and managing your pipeline efficiently using our CRM, Salesforce. * Achieve and consistently exceed quarterly sales goals while driving revenue growth for the enterprise segment. * Collaborate with cross-functional teams to ensure a smooth transition for clients from sales to implementation. Winning together is critical. Who You Are * Extensive inside sales experience in a fast-paced and growing environment, preferably in SaaS or technology sectors. * Deeply skilled in comprehensive discovery and navigating complex organizations, with a focus on cultivating trust-based momentum to drive contract value and improve the consumer journey. * Proven ability to qualify leads, reach the right contacts, prioritize your pipeline, and successfully close deals. * Strong understanding of the organizational structure within mid-size to large enterprises, enabling effective navigation of sales processes. * Ability to thrive in a performance-oriented environment with a focus on achieving efficient sales cycles and driving high initial contract value. * Familiarity with e-commerce, online marketing, and social media trends that can enhance sales strategies and client engagement. What’s in it for you: * A competitive base salary range between $115,000 to $134,000 gross per year, plus a competitive commission structure. The base salary range stated doesn't include any variable pay such as bonuses or commission, awards made under Trustpilot's equity program, or other benefits. * A range of flexible working options to dedicate time to what matters to you * 20 vacation days + 2 personal days +10 paid holidays per year * Two (paid) volunteering days a year to spend your time giving back to the causes that matter to you and your community * Rich learning and development opportunities supported through the Trustpilot Academy, LinkedIn Learning and Blinkist * Full health insurance * 401k matching your contributions dollar-for-dollar up to 4% of your base salary * 24/7 Employee Assistance Plan and full access to Headspace, a popular mindfulness app to promote positive mental health * Paid parental leave for employees who have been employed for over 6 months with full full scope of benefit after 12 months * Regular opportunities to connect and get to know your fellow Trusties, including company-wide celebrations and events, ERG activities and team socials * A friendly, fun and open office complete with an onsite gym, gaming room and fully stocked fridge with ever changing snacks and drinks * Regular treats and events throughout the year including massages in the office, happy hours and Rockies Open Day celebrations, to name a few Still not sure? We want to be a part of creating a more diverse, equitable, and inclusive world of work for all. We’re excited to hear about your experiences as well as how you will contribute to our working culture. So, even if you don’t feel you don't meet all the requirements, we'd still really like to hear from you! #LI-JL1 About us Trustpilot began in 2007 with a simple yet powerful idea that is more relevant today than ever — to be the universal symbol of trust, bringing consumers and businesses together through reviews. Trustpilot is open, independent, and impartial — we help consumers make the right choices and businesses to build trust, grow and improve. Today, we have more than 350 million reviews and 60 million monthly active users across the globe, with 149 billion annual Trustpilot brand impressions, and the numbers keep growing. We have more than 1000 employees and we’re headquartered in Copenhagen, with operations in  Amsterdam, Denver, Edinburgh, Hamburg, London, Melbourne, Milan and New York.  We’re driven by connection. It’s at the heart of what we do. Our culture keeps things fresh –– it’s built on the relationships we create. We talk, we laugh, we collaborate and we respect each other. We work across borders and cultures to be the universal symbol of trust in an ever-changing world. With vibrant office locations worldwide and over 50 nationalities, we’re proud to be an equal opportunity workplace with diverse perspectives and ideas.  Our purpose to help people and businesses help each other is a tall order, but we keep it real. We’re a great bunch of humans, doing awesome stuff, without fuss or pretense. A successful Trustpilot future is driven by you –– we give you the autonomy to shape a career you can be proud of. If you’re ready to grow, let’s go. Join us at the heart of trust. Trustpilot is committed to creating an inclusive environment where people from all backgrounds can thrive and where different viewpoints and experiences are valued and respected. Trustpilot will consider all applications for employment without regard to race, ethnicity, national origin, religious beliefs, gender identity or expression, sexual orientation, neurodiversity, disability, age, parental or veteran status. Together, we are the heart of trust. Trustpilot is a global company and our data practices are designed to ensure that your personally identifiable information is appropriately protected. Please note that your personal information will be transferred, accessed, and stored globally as necessary for the uses and disclosures stated in our Privacy Policy. If you have a disability and would like to discuss any adjustments you might need either in submitting your application, or to the recruitment process more generally, please let us know by contacting our Talent Acquisition Team (talent.acquisition@trustpilot.com) quoting the role you wish to apply for.

Fonoa

As an Enterprise Account Executive, you will play a key role in accelerating Fonoa’s growth by acquiring and expanding relationships with enterprise customers across software platforms, marketplaces, and digital services. As part of our Commercial team, you will own the end-to-end enterprise sales cycle, from building pipeline through closing new ARR and expanding strategic accounts. This role is ideal for someone who thrives in a scaling SaaS environment, enjoys building repeatable sales motions, and is motivated by delivering measurable value to customers through modern API-driven infrastructure. You will work closely with Marketing, Product, Solutions Engineering, and Customer Success to refine our go-to-market strategy, strengthen our enterprise sales motion, and drive predictable revenue growth. You will also become a trusted advisor to customers building and scaling global digital platforms, helping them modernize infrastructure, streamline operations, and support international growth. SALES & PROSPECTING: * Generate a new sales pipeline from prospecting activities into buyer personas such as Head of Tax, CFO, Tax Manager, etc. * Manage live opportunities through an enterprise sales process using our Winning by Design (SPICED) or MEDDPICC sales methodology. * Develop and present value-driven pricing quotations. * Collaborate with clients to establish clear ROI metrics and generate comprehensive impact case studies. * Foster deep relationships with a range of senior stakeholders and clearly position our value proposition of providing an API driven tax solution helping companies with compliance, fine mitigation, and scalability around the world. CUSTOMER RELATIONSHIP MANAGEMENT: * Craft strategic plans and conduct QBRs with customers, unlocking clear upsell and cross-sell roadmaps and solution planning for the next 12-18 months and beyond. * Uphold accurate Salesforce hygiene, including comprehensive meeting notes, and deal forecasting. TEAM COLLABORATION: * Coordinate with the wider project team, maintaining a clear communication cadence internally. * Operate with autonomy, swiftly grasping customer needs and pain points. BASIC QUALIFICATIONS: * Minimum 4 years of experience as an Enterprise Account Executive or in a similar sales role within a B2B SaaS or API-based environment * Experience managing full sales cycles for enterprise-level deals valued at $100,000+ in annual recurring revenue (ARR) * Experience using Salesforce (or a comparable CRM system) to manage pipeline, forecast revenue, and track sales activity * Hands-on experience applying a structured sales methodology (e.g., MEDDIC, Challenger, SPIN Selling) * Experience managing multi-stakeholder sales cycles across multiple regions or global markets * Ability to communicate technical and business concepts clearly in verbal and written formats * Experience developing return-on-investment (ROI) models and business cases in support of enterprise sales, and familiarity with value-based pricing models PREFERRED QUALIFICATIONS: * Experience creating or contributing to strategic account plans for long-term customer development * Experience selling to and delivering presentations to C-suite executives or senior leadership teams * Proven track record of meeting or exceeding annual revenue targets in startup or high-growth environments Fonoa is committed to fair and equitable compensation practices. The US base salary range for this full-time position is $150k - 165K + commission + equity + benefits, and represents Fonoa’s good faith and reasonable estimate of the range of possible compensation at the time of posting. Actual compensation will depend on a variety of factors unique to each candidate, including but not limited to, the candidate’s years of experience, qualifications, relevant skill set, certifications, and geographic office location. Pay ranges may vary in different regions based on local market conditions and cost of labor. To learn more about life at Fonoa and our benefits, please visit fonoa.com/careers. Additional Information Equal Opportunity Statement At Fonoa, we seek candidates from a wide range of backgrounds and perspectives, and we are proud to be an equal opportunity employer. We consider qualified applicants for employment without regard to race, color, religion, creed, gender, national origin, ancestry, age, physical disability, mental disability, medical condition, genetic information, military or veteran status, marital status, sex (including pregnancy, childbirth, breastfeeding, or related medical conditions), gender expression or identity, sexual orientation, citizenship, or any other legally protected status. Fonoa is committed to fostering an inclusive and accessible workplace where everyone has the opportunity to thrive. We comply with the requirements of all applicable California and federal employment laws, including those protecting disabled individuals. If you require a reasonable accommodation to search for a job opening, apply for a position, or participate in the interview process, please contact us via email at people-ops@fonoa.com and describe the specific accommodation needed due to a disability-related limitation. Examples of reasonable accommodations include, but are not limited to: * Receiving application materials in an alternate format * Conducting interviews in an accessible location * Being accompanied by a service animal * Having a sign language interpreter present during interviews We respond to accommodation requests within three business days. Please note that non-disability related inquiries, such as application status follow-ups, may not receive a response through this channel. Fonoa will not discharge or otherwise discriminate against employees or applicants for discussing or disclosing their own pay or the pay of another employee or applicant. However, employees who have access to compensation information as part of their essential job functions may not disclose this information to others who do not have access, unless it is: * In response to a formal complaint or charge * In furtherance of an investigation, proceeding, hearing, or legal action * Consistent with Fonoa’s legal obligations to disclose such information As part of the recruitment process at Fonoa, we process your personal data in accordance with our Privacy Notice for Job Applicants. This notice explains how and why your data is collected and used, and how you can contact us if you have any concerns.