Regional Sales Manager

🕒 May 14

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Varicent

WebsiteLinkedInAll Job Openings

501 - 1000 employees

☁️ SaaS

🤖 Artificial Intelligence

💸 Finance

SaaS • Artificial Intelligence • Finance

Varicent is a leading provider of sales performance management and incentive compensation solutions. The company empowers organizations to drive revenue growth through optimized sales plans, incentive strategies, and data insights. By leveraging artificial intelligence, Varicent enhances decision-making and offers integrated solutions tailored for industries such as financial services, telecommunications, and media. Their platform supports dynamic sales planning, system integrations, and provides essential resources to manage sales performance effectively. Varicent is committed to protecting customer data and fostering growth with a strong focus on technology and strategy.

📋 Description

• Own a named account list within the Insurance vertical, developing deep account and stakeholder understanding • Manage a portfolio of existing customers, identifying and driving upsell, cross-sell, and expansion opportunities • Segment and prioritize accounts to drive targeted outbound and expansion strategies • Build and execute multi-threaded account plans across business and technical stakeholders • Lead complex, consultative sales cycles from discovery through close • Establish and expand C-level relationships, particularly across Finance, Sales, Operations, and IT • Position Varicent’s ICM/SPM platform and AI capabilities to solve complex business challenges • Drive deal strategy, pricing, and contract negotiations in partnership with leadership • Maintain high standards of pipeline management, forecasting accuracy, and deal hygiene • Leverage internal and partner resources (Pre-Sales, Customer Success, GSIs) to advance opportunities • Partner closely with Customer Success, Legal, and the Renewals team to ensure successful renewals, expansions, and long-term customer value

🎯 Requirements

• 10-12 years of enterprise Software and SaaS sales experience, with a consistent track record of exceeding quota • Experience selling into the Insurance industry (Required), with an understanding of its revenue, operating and compensation complexities • Proven success managing named accounts and large, complex deal cycles • Demonstrated success in a hybrid hunter/farmer role, with the ability to generate net-new pipeline while expanding existing accounts • Demonstrated ability to build and navigate C-level relationships • Experience selling Incentive Compensation Management (ICM), Sales Performance Management (SPM), AI-driven analytics, or adjacent enterprise platforms • Strong command of MEDDPICC (or similar structured sales methodology) • Proficiency with core sales tools, including Salesforce for opportunity management and pipeline tracking, Clari for forecasting discipline, and Salesloft for outbound prospecting • Ability to articulate the value of AI-driven insights, automation, and decision support to both technical and business stakeholders • Strong business acumen with the ability to tie solutions to measurable financial and operational outcomes • High ownership mindset, with strong execution, accountability, and resilience.

🏖️ Benefits

• 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.