Associate Seller

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.