Sales Development Representative (SDR)

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!

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.  

  What You'll Do:  

• 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  

What You'll Bring:  

• 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  

Bonus Qualifications:  

• 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  
  

Short Term (1-3 Months):

• Learn Varicent products, value props, and the insurance vertical.


• Master prospecting tools (Salesforce, Salesloft, LinkedIn, AI).


• Begin outreach and track initial activity metrics.

️ Medium Term (4-6 Months):

• Consistently generate qualified opportunities.


• Research accounts, map stakeholders, and identify business pains.


• Refine outreach using performance metrics and AE/marketing feedback.

Long Term (7+ Months):

• Influence pipeline strategy and optimize prospecting processes.


• Share best practices with the team.


• Deliver measurable impact on pipeline and revenue growth.

The expected base salary range for this role is $64,800 - $85,000* CAD, and individuals may be eligible to participate in our variable compensation program.

*Final compensation may vary based on experience, skills, designations, and market conditions.

This posting is for an existing vacancy.

This hiring process utilizes artificial intelligence tools to assist in candidate screening and assessment. Our AI tools are designed to complement, not replace, human decision-making.

Varicent is committed to creating a diverse environment and is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status. If you require accommodation at any time during the recruitment process please email View email address on jobs.jobcopilot.com

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