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!
Summary of the Role and Team
As an Associate Seller (Business Development Representative), you will join our North America or EMEA sales development team and focus on creating qualified pipeline opportunities within the insurance sector. Working closely with Regional Sales Managers, Marketing, and Sales teams, you will identify, engage, and qualify prospective customers through a multi-channel outreach approach.
In this role, you will leverage a combination of research, outbound prospecting, inbound lead follow-up, and AI-enabled sales tools to connect with key stakeholders, understand business challenges, and generate opportunities that support business growth.
What You Will Be Doing
Generate qualified opportunities within insurance organizations through outbound prospecting and inbound lead follow-up
Research target accounts, stakeholders, business priorities, and market trends to identify potential opportunities
Engage prospective customers through phone, email, social selling, and other digital channels
Conduct initial qualification conversations to understand business challenges and assess alignment with Varicent solutions
Utilize qualification methodologies, such as MEDDICC, to evaluate and progress opportunities
Partner with Regional Sales Managers and Marketing to align outreach strategies and pipeline development efforts
Maintain accurate activity, account, and opportunity information within Salesforce and other sales engagement platforms
Analyze outreach performance and continuously refine prospecting strategies based on results and feedback
What You Bring
Fluency in both English and French, with strong written and verbal communication skills
Experience in business development, sales development, inside sales, or a related SaaS sales environment
Ability to build relationships and engage professionally with business stakeholders
Experience meeting activity, pipeline, or meeting-generation goals
Familiarity with CRM and sales engagement platforms such as Salesforce, Salesloft, LinkedIn Sales Navigator, or similar tools
Ability to research accounts, identify business needs, and tailor outreach accordingly
Interest in learning about the insurance industry, Sales Performance Management, Incentive Compensation, and Sales Planning solutions
Ability to adapt, learn quickly, and work effectively in a collaborative, fast-paced environment
Success Outcomes
First 3 Months
Complete onboarding and gain proficiency in Varicent's solutions, sales process, tools, and target market
Demonstrate understanding of the insurance industry and key customer profiles
Consistently execute prospecting activities across multiple channels
Effectively manage inbound leads and maintain accurate CRM records
Within 6 Months
Consistently generate qualified meetings and pipeline opportunities aligned with team goals
Conduct effective discovery and qualification conversations with prospective customers
Demonstrate proficiency in account research, stakeholder mapping, and opportunity qualification
Collaborate effectively with Regional Sales Managers and Marketing to support pipeline growth
Within 12 Months
Independently manage a territory-based prospecting strategy that generates a consistent pipeline of qualified opportunities
Demonstrate strong qualification skills, including identifying business challenges, decision-makers, and next steps
Continuously improve outreach effectiveness through data-driven adjustments and use of AI-enabled sales tools
Establish credibility with prospects and internal stakeholders through professionalism, responsiveness, and consistent execution
For this role, the estimated annual base salary range is between £48,500.00 - £63,700.00 GBP. In addition to base salary, our compensation package may include bonuses, commissions for eligible sales roles, and a comprehensive benefits package. The actual base salary will vary based on factors including individual qualifications and market data, as objectively assessed during the interview process.
This posting is for a existing vacancy.
This hiring process utilizes artificial intelligence tools to assist in candidate screening and assessment. Our AI tools are designed to complement — not replace — human decision-making.
Overview of Benefits:
- Health & Wellness— Comprehensive medical, dental, and vision coverage tailored to your local needs
- Time Off— PTO and public holidays to rest, recharge, and do what matters most
- Volunteer Days— Dedicated time to give back and support the communities that matter to you
- Ignite Days— Dedicated learning days to support continuous growth, skill development, and professional learning
- Financial— Compensation that reflects your market and your value
- Retirement— Retirement plans designed to help you build long-term financial security
- Tuition Assistance— Invest in your growth with support for continuing education and professional development
- Flexibility— Work where you thrive, with remote and hybrid options available across most regions
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
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