Note: The job is a remote job and is open to candidates in USA. Varicent is a leader in Sales Performance Management (SPM) solutions, helping organizations optimize their revenue strategies through innovative SaaS offerings. They are seeking a high-performing Business Development Representative to focus on enterprise prospecting and pipeline creation, leveraging multi-channel approaches and AI-enabled tools to engage with C-level executives and decision-makers.

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

• Individuals may be eligible to participate in our variable compensation program

Company Overview