Business Development Representative

Overview

At Varicent, we’re transforming the Sales Performance Management (SPM) market with cutting-edge SaaS solutions. Our solutions empower revenue leaders to design smarter go-to-market strategies, maximize seller performance, and unlock potential. Varicent is recognized as a market leader in the 2025 Forrester Wave Report for SPM, the 2023 Ventana Research RPM Value Index, Gartner Peer Insights, 2024 Gartner SPM Market Guide, and G2, with a diverse client base including T-Mobile, Service Now, Wawanesa Bank, Shaw Industries, Moody s, Stryker, and more.

• 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.

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. You’ll leverage a multi-channel prospecting approach, collaborate closely with marketing and sales, and 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, using a multi-channel approach across phone, email, social selling, and AI-enabled insights. You’ll partner with Account Executives and Marketing to build pipeline and lay 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, with a next step, immediate or deferred.

• Own outbound prospecting 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, 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

• 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, Linked In 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

• 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

• Learn Varicent products, value…