Note: The job is a remote job and is open to candidates in USA. Varicent is a leader in Sales Performance Management, providing innovative SaaS solutions to enhance revenue strategies. The Business Development Representative will focus on outbound prospecting to create new pipelines and engage enterprise clients through various channels, collaborating closely with marketing and sales teams.
Responsibilities
- Own outbound prospecting efforts 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, organizational structure, 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
Skills
- 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, LinkedIn 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
Benefits
- Variable compensation program
Company Overview
- Varicent delivers market-leading SaaS software solutions that help revenue leaders drive growth. It was founded in 2003, and is headquartered in Toronto, Ontario, CAN, with a workforce of 501-1000 employees. Its website is http://varicent.com.