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,Gartner SPM Market Guide,andG
2. Our solutions are trusted by a diverse range of global industry leaders like T-Mobile, Service Now, 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!

As an Associate Seller (Business Development Representative), you will join Varicent’s North America Sales Development team and play a key role in generating qualified pipeline opportunities within enterprise organizations. Working closely with Account Executives, Marketing, and Revenue teams, you will identify prospective customers, understand their business challenges, and create opportunities that contribute directly to revenue growth. This role offers exposure to enterprise sales environments, modern prospecting strategies, AI-enabled sales technologies, and structured sales methodologies.

For individuals interested in building a long-term career in SaaS sales, this role provides a strong foundation for future advancement into quota-carrying and customer-facing sales positions.

Develop and execute prospecting strategies across assigned enterprise accounts and territories

Research target organizations, stakeholders, business initiatives, and market trends to identify potential opportunities

Engage prospective customers through phone, email, Linked In, and other digital channels

Conduct discovery and qualification conversations to understand business priorities, challenges, and potential fit

Apply qualification methodologies such as MEDDICC to evaluate opportunities and determine next steps

Collaborate with Account Executives and Marketing to align account strategies and pipeline development efforts

Maintain accurate account, activity, and opportunity information within Salesforce and related sales tools

Analyze outreach performance and refine prospecting strategies using data, feedback, and AI-enabled technologies

Experience in business development, sales development, inside sales, or another customer-facing role within a SaaS, technology, or B2B environment

Experience achieving activity, prospecting, meeting-generation, pipeline, or business performance goals

Strong verbal and written communication skills with the ability to engage business stakeholders professionally

Experience using CRM and sales engagement platforms such as Salesforce, Salesloft, Linked In Sales Navigator, or similar tools

Strong organizational, research, and time-management skills

Ability to understand customer challenges and connect conversations to business outcomes

Ability to learn quickly, apply feedback, and continuously improve performance

Ability to manage priorities effectively in a collaborative and fast-paced environment

Experience in B2B SaaS sales environments serving enterprise or mid-market customers

Exposure to qualification methodologies such as MEDDICC, Challenger, SPIN, or similar frameworks

Experience collaborating with Marketing on outbound campaigns and account-based prospecting initiatives

Familiarity with Sales Performance Management, Incentive Compensation Management, Revenue Operations, or Sales Planning solutions

Experience prospecting into financial services, insurance, or other highly regulated industries

Interest in leveraging…