Business Development Representative

Overview

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, Service Now, 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 healthy, supportive environment.

We are seeking a high-performing, outbound-driven Business Development Representative to join our NA team, focused on enterprise prospecting and net-new pipeline creation. In this role, you’ll leverage a multi-channel prospecting approach and collaborate closely with marketing and sales to uncover opportunities and grow pipeline. You’ll also be supported by a growing suite of AI-enabled tools.

As a BDR at Varicent, your primary mission is to create demand, not wait for it. You will own outbound prospecting into targeted enterprise accounts, leveraging a multi-channel approach across phone, email, social selling, and AI-enabled insights. You’ll partner closely with Account Executives and Marketing to build pipeline and set the foundation for long-term revenue growth. Qualified opportunities have an identified key influencer or decision-maker, identified business pains, and an appetite to address them, along with a next step, immediate or deferred.

• 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

• 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, Linked In 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…