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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, complexity, and accuracy are critical.

Role Overview:

We are hiring a Regional Sales Manager focused exclusively on the Insurance industry.

This is a verticalized named account role, responsible for a defined set of high-value accounts in the Insurance Industry that are already aligned to Varicent's Ideal Customer Profile (ICP). Rather than geographic coverage, success in this role comes from deep account segmentation, strategic engagement, and disciplined execution of complex enterprise sales cycles.

This is a hybrid role, responsible for both a portfolio of existing customer accounts and a target account list, requiring the ability to operate effectively as both a hunter (net-new pipeline generation) and a farmer (account expansion and growth).

What You Will 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, 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

What You Will Bring:

• 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
• 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

Success Outcomes:

• Complete onboarding and build a strong understanding of Varicent's platform, including AI capabilities and Insurance use cases
• Develop internal relationships across Sales, Pre-Sales, and Customer Success
• Review and begin segmenting your named account list
• Align with your manager on account strategy and pipeline priorities

• Execute targeted outbound strategies across your account portfolio
• 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 strong forecast accuracy and CRM discipline
• Position Varicent's AI capabilities as a key differentiator in competitive deals

• 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