Business Development Representative

About Varicent

Varicent is a leader in the Sales Performance Management (SPM) industry, providing innovative SaaS solutions that enable revenue leaders worldwide to design strategic go-to-market plans, enhance salesforce productivity, and uncover new growth opportunities. Recognized by top industry reports such as the 2025 Forrester Wave and 2023 Ventana Research RPM Value Index, Varicent's platform serves trusted partners including T-Mobile, ServiceNow, Moody's, and more.

Role Overview

As a Business Development Representative within Varicent's North America Sales Development team, you will be instrumental in cultivating qualified sales pipeline opportunities by engaging with enterprise clients. This position involves collaboration with Account Executives, Marketing, and Revenue teams to perform targeted prospecting, understand customer needs, and drive revenue expansion. The role offers valuable exposure to enterprise sales operations, advanced prospecting techniques, AI-enabled sales tools, and structured sales methodologies, laying a solid foundation for progression into customer-facing sales roles.

Key Responsibilities

• Formulate and implement prospecting strategies targeting designated enterprise accounts and territories.
• Research prospective companies, key stakeholders, business initiatives, and market trends to identify relevant opportunities.
• Interact with potential clients using various communication channels including phone, email, and digital platforms.
• Conduct discovery and qualification dialogues to assess business priorities and challenges, determining suitability.
• Use qualification frameworks like MEDDICC to evaluate opportunities and define subsequent actions.
• Partner with sales and marketing teams to synchronize account strategies and pipeline growth activities.
• Maintain up-to-date records of accounts, activities, and opportunities in Salesforce and associated sales tools.
• Analyze outreach effectiveness and enhance prospecting methods through data insights and AI technologies.

Qualifications and Skills

• Background in business development, sales development, inside sales, or customer-facing roles within SaaS, technology, or B2B sectors.
• Proven experience meeting targets related to prospecting, meetings, pipeline growth, or business performance.
• Excellent verbal and written communication abilities suitable for engaging with business professionals.
• Familiarity with CRM systems and sales engagement platforms such as Salesforce, Salesloft, or LinkedIn Sales Navigator.
• Strong organizational, analytical, and time-management skills.
• Capability to comprehend customer challenges and link discussions to business outcomes.
• Quick learner with a receptive attitude toward feedback and continuous personal improvement.
• Effective at managing priorities in a collaborative, fast-paced environment.

Preferred Experience

• Exposure to B2B SaaS sales in enterprise or mid-market settings.
• Understanding of qualification methodologies like MEDDICC, Challenger, or SPIN.
• Experience coordinating with Marketing on outbound campaigns and account-based prospecting.
• Knowledge of Sales Performance Management, Incentive Compensation Management, Revenue Operations, or Sales Planning technologies.
• Background in prospecting within regulated industries such as financial services or insurance.
• Interest in leveraging AI-powered sales tools to enhance prospecting effectiveness.

Performance Milestones

• Within 90 days: Complete onboarding, master product knowledge, sales processes, and prospecting tools.
• Within 6 months: Regularly secure qualified meetings and pipeline aligned with sales targets; conduct effective discovery and qualification discussions.
• Within 12 months: Independently manage territory prospecting strategies, consistently generate qualified leads, and optimize outreach via data-driven techniques.

Compensation and Benefits

The approximate annual base salary range is CAD 66,100 to 86,800, plus potential bonuses and commissions for eligible roles. Additional benefits include comprehensive health coverage, paid time off, volunteer days, dedicated learning opportunities, retirement plans, tuition assistance, and flexible work arrangements.

Additional Information

This role supports remote work and is an immediate vacancy. Varicent employs AI tools to assist in candidate screening as a complement to human evaluation. The company is committed to diversity, inclusion, and equal opportunity employment. Accommodations are available upon request during recruitment. Applicant information must be truthful and complete in compliance with Varicent’s privacy and employment policies.