Associate Seller

Responsibilities

• Own outbound prospecting efforts into large enterprise organizations, generating net-new pipeline through cold calls, cold emails, and social outreach
• Engage C-level executives and senior decision-makers in conversations centered on solving complex Sales Performance Management challenges
• Identify and prioritize high-value target accounts within your territory using data, intent signals, and AI-driven tools
• Research accounts deeply to uncover business pains, organizational structure, buying committees, and strategic initiatives
• Execute highly personalized, multi-touch outbound sequences that align Varicent's value proposition to each prospect's priorities
• Conduct discovery and qualification conversations, identifying pain, urgency, stakeholders, and next steps
• Qualify opportunities using frameworks such as MEDDICC , ensuring strong alignment before passing to Account Executives
• Collaborate closely with AEs to refine targeting strategies, messaging, and account plans
• Maintain accurate, detailed records in Salesforce and engagement platforms (e.g., Salesloft)
• Continuously analyze performance metrics (connect rates, response rates, meetings booked) and iterate on outbound tactics
• Contribute ideas to improve outbound campaigns, messaging, and prospecting processes

Requirements

• 1-2 years of experience in a BDR/SDR or SaaS sales role with a strong outbound focus, ideally targeting enterprise or Fortune 500 accounts
• Proficient with Salesforce and video conferencing tools like Zoom
• Demonstrated success in meeting or exceeding outbound activity and meeting-booking KPIs
• Confidence and resilience when cold calling and engaging senior-level stakeholders
• Strong written and verbal communication skills with the ability to personalize messaging at scale
• Experience using sales tools such as Salesforce, Salesloft, LinkedIn Sales Navigator and a curiosity for AI-enabled prospecting tools
• A proactive, self-starting mindset with a strong desire to learn about Sales Performance Management, Incentive Compensation and Sales Planning
• Ability to work in a fast-paced, metrics-driven, and collaborative environment
• Comfort adapting strategies quickly based on data and feedback
• Bonus Qualifications:
• Exposure to MEDDICC or similar sales qualification frameworks
• Proven success partnering with marketing on outbound campaigns and account-based initiatives
• Previous experience prospecting into complex, multi-stakeholder enterprise environments
• 📝 Short Term (1-3 Months):
• Learn Varicent products, value props, and the insurance vertical.
• Master prospecting tools (Salesforce, Salesloft, LinkedIn, AI).
• Begin outreach and track initial activity metrics.
• 🏗️ Medium Term (4-6 Months):
• Consistently generate qualified opportunities.
• Research accounts, map stakeholders, and identify business pains.
• Refine outreach using perfo

Benefits

Additional Information

At Varicent, we're not just transforming the Sales Performance Management (SPM) market-we're redefining how organizations achieve revenue success. Our cutting-edge SaaS solutions empower revenue leaders globally to design smarter go-to-market strategies, maximize seller performance, and unlock untapped potential. Varicent stands at the forefront of innovation, celebrated as a market leader in the 2025 Forrester Wave Report for SPM , 2023 Ventana Research Revenue Performance Management (RPM) Value Index , Gartner Peer Insights , 2024 Gartner SPM Market Guide , and G2. Our solutions are trusted by a diverse range of global industry leaders like T-Mobile, ServiceNow, Wawanesa Bank, Shaw Industries, Moody's, Stryker and hundreds more. Here's why you'll thrive at Varicent: Innovate with Purpose: Build impactful solutions for customers worldwide. Join Excellence: Work in a diverse, collaborative, and innovative team. Shape the Future: Lead in redefining revenue optimization. Grow Together: Unlock your potential in a supportive environment. Join us at Varicent-where your talent and ambition meet limitless opportunities for success! We are seeking a high-performing, outbound-driven Business Development Representative to join our NA team, focused on enterprise prospecting and net-new pipeline creation . In this role, you'll leverage a multi-channel prospecting approach and collaborate closely with marketing and sales to uncover opportunities and grow pipeline. You'll also be supported by a growing suite of AI enabled tools. As a BDR at Varicent, your primary mission is to create demand , not wait for it. You will own outbound prospecting into targeted enterprise accounts, leveraging a multi-channel approach across phone, email, social selling, and AI-enabled insights. You'll partner closely with Account Executives and Marketing to build pipeline and set the foundation for long-term revenue growth. Qualified opportunities have an identified key influencer or decision-maker, identified business pains, and an appetite to address them, along with a next step, immediate or deferred.

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