Research Development Associate Jobs in Delaware, OH

This role is listed as a 6 month contract but has potential to turn into a full time permanent  

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.
• Influence pipeline strategy and optimize prospecting processes.
• Share best practices with the team.
• Deliver measurable impact on pipeline and revenue growth.

For this role, the estimated annual base salary range is between $64,800 - $85,000 USD. In addition to base salary, our compensation package may include bonuses, commissions for eligible sales roles, and a comprehensive benefits package. The actual base salary will vary based on factors including individual qualifications and market data, as objectively assessed during the interview process.
This posting is for a 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.
Overview of Benefits:
Health & Wellness - Comprehensive medical, dental, and vision coverage tailored to your local needs
Time Off - PTO and public holidays to rest, recharge, and do what matters most
Volunteer Days - Dedicated time to give back and support the communities that matter to you
Ignite Days - Dedicated learning days to support continuous growt