Sales Development Representative

About this role

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 (Sales 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.

What You Will Be Doing

• 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, LinkedIn, 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

What You Bring

• 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, LinkedIn 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

Nice to Have

• 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 AI-enabled tools and modern sales technologies to improve prospecting effectiveness

Success Outcomes First 90 Days

• Complete onboarding and develop proficiency in Varicent’s products, sales process, prospecting tools, and target markets

• Build an understanding of ideal customer profiles, enterprise buying environments, and account strategies

• Consistently execute outbound and inbound prospecting activities across multiple channels

• Maintain accurate CRM records and prospect engagement activity

Within 6 Months

• Consistently generate qualified meetings and pipeline opportunities aligned with team objectives

• Conduct effective discovery and qualification conversations with enterprise stakeholders

• Demonstrate proficiency in account research, stakeholder mapping, and opportunity qualification

• Build productive working relationships with Account Executives and Marketing partners

Within 12 Months

• Independently execute a territory-based prospecting strategy that generates a consistent flow of qualified opportunities

• Consistently identify customer business priorities, key stakeholders, and potential value drivers

• Improve prospecting effectiveness through data-driven optimization and effective use of sales technologies

• Establish a reputation as a reliable contributor to pipeline growth and business development efforts

For this role, the estimated annual base salary range is between $64,800 – $85,000 USD . 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 object

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