Varicent
SaaS
RegionalSalesManager
Neural analysis suggests this role is
optimal for Senior candidates.
“Regional Sales Manager at Varicent. Skills: Enterprise Software and SaaS sales, Insurance industry sales, Named account management, Complex deal cycles, Hybrid hunter/farmer role, C-level relationship building, ICM/SPM/AI platform sales. 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”
What You'll Achieve.
Consistently meet or exceed quota; Close multiple strategic Insurance deals; Be recognized as a trusted advisor within your accounts; Demonstrate deep expertise in Varicent’s platform and the broader SPM, ICM, and AI landscape; Build and progress a strong, qualified pipeline aligned to targets; Confidently position Varicent’s SPM + AI value proposition; Begin establishing executive-level relationships within key accounts; Lead multiple active enterprise sales cycles with clear deal strategy; Demonstrate consistent pipeline generation and progression; Maintain forecast accuracy and CRM discipline; Position Varicent’s AI capabilities as a key differentiator in competitive deals
Industry & Context.
solve complex business challenges; tie solutions to measurable financial and operational outcomes
What They're Looking For.
Must Have
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), 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, command of MEDDPICC (or similar structured sales methodology)
Nice to Have
AI-driven insights, automation, and decision support to both technical and business stakeholders, business acumen with the ability to tie solutions to measurable financial and operational outcomes, High ownership mindset, with execution, accountability, and resilience
What You'll Do.
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
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
consultative sales cycles from discovery through close
Establish and expand C-level relationships
particularly across Finance
Position Varicent’s ICM/SPM platform and AI capabilities to solve complex business challenges
and contract negotiations in partnership with leadership
Maintain high standards of pipeline management
Leverage internal and partner resources (Pre-Sales
GSIs) to advance opportunities
Partner closely with Customer Success
and the Renewals team to ensure successful renewals
and long-term customer value
How You'll Work.
Team & Collaboration
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; Build internal relationships across Sales, Pre-Sales, and Customer Success
Communication Scope
articulate the value of AI-driven insights, automation, and decision support to both technical and business stakeholders
Full Job Description
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! About Varicent Varicent is the leader in Sales Performance Management (SPM), helping organizations design, operationalize, and optimize their go-to-market strategy. Our platform connects territory and quota planning, incentive compensation (ICM), and revenue operations into a single system—so strategy translates directly into seller behavior and business outcomes. Varicent is also investing heavily in AI-powered capabilities, enabling customers to automate processes, surface insights, and improve decision-making across the revenue lifecycle. From intelligent plan design to automated insights and seller guidance, AI is becoming a core part of how our customers operate at scale. We work with many of the world’s leading enterprises to solve complex compensation and revenue alignment challenges, particularly in industries like insurance where scale, com
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