Business Development Representative

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!

At Varicent, we value the unique backgrounds, experiences and perspectives each Varicent employee brings to our workplace every day. Every team member contributes to building a workplace where we are bold, kind, and curious – values that fuels our growth across the globe.

We are seeking a high performing Business Development Representative to join our NA team with a focus on prospecting into insurance organizations. 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.

The successful incumbent will follow up on inbound marketing qualified leads as well as identify suitable accounts and prospects within their territory to reach out via email, phone and social media positioning the Varicent value propositions; with a view of qualifying and arranging initial meetings and creating new opportunities.

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.

What You'll Do: 
• Generate qualified opportunities within insurance companies through a mix of outbound prospecting (phone, email, social selling) and inbound lead follow-up
• Leverage AI-driven tools to identify buying signals and tailor outreach
• Research target accounts and identify key stakeholders, industry trends, and business needs using both traditional and AI-supported methods to map stakeholders, uncover pains and align outreach to relevant business priorities
• Conduct initial qualification conversations with insurance prospects, positioning Varicent’s solutions effectively
• Qualify leads using sales methodologies such as MEDDICC
• Collaborate closely with Account Executives and marketing to align messaging and pipeline development strategies in the insurance vertical
• Maintain accurate and up-to-date information in Salesforce and engagement tools (e.g., Salesloft)
• Continuously refine outreach tactics based on performance metrics and feedback
• Contribute ideas to improve campaign content and team processes

• What You'll Bring: 
• • 1–2 years of experience in a SaaS sales, business development, or SDR/BDR role
• • Proven ability to consistently meet or exceed prospecting and meeting booking KPIs
• • Strong communication skills, both written and verbal
• • Familiarity with tools like Salesforce, Salesloft, LinkedIn Sales Navigator, or similar platforms and curiosity around AI-enabled tools.
• • A proactive mindset and desire to learn about the insurance vertical, Sales Performance Management ,Incentive Compensation and Sales Planning
• • Comfortable working in a fast-paced, collaborative environment
• • Demonstrated ability to adapt and iterate based on performance insights
• Bonus Points:
• • Exposure to MEDDICC or similar sales qualification frameworks
• • Experience working with marketing teams to tailoring outbound messaging
• • Previous experience in software/SaaS sales targeting enterprise or mid-market clients in insurance or financial services

Varicent is committed to creating a diverse environment and is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status. If you require accommodation at any time during the recruitment process please email accomodations@varicent.com   Varicent is also committed to compliance with all fair employment practices regarding citizenship and immigration status. By applying for a position at Varicent and/or by using this portal, you declare and confirm that you have read and agree to our Job Applicant Privacy Notice and that the information provided by you as part of your application is true and complete and includes no misrepresentation or material omission of fact