Regional Sales Manager

Varicent

3d•Hybrid

About The Position

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, 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).

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, 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

Responsibilities

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