Hiring: Regional Sales Manager – Enterprise SaaS (Varicent)
Company: Varicent
Location: United States (Hybrid)
Employment Type: Full-time
Seniority Level: Director / Senior level
Estimated Salary: $140,000 - $175,000 Base / $280,000 - $350,000 OTE (Plus Equity/Benefits)
Industry: Computer Software / SaaS / Financial Services
Company Overview
Varicent stands out as the global leader in Sales Performance Management (SPM) and Incentive Compensation Management (ICM) software.
As a top performer in key industry benchmarks like the 2025 Forrester Wave for SPM and the Gartner SPM Market Guide, Varicent helps enterprise revenue teams bring sophisticated go-to-market strategies to life.
Leveraging advanced AI-driven data models, machine learning automation, and actionable predictive insights, Varicent connects complex seller behavior directly to business growth for leading global companies.
Key Responsibilities
Vertical Account Management: Take charge of a named account portfolio, exclusively focused on the enterprise Insurance vertical. Use detailed segmentation strategies to pinpoint high-value Ideal Customer Profile (ICP) opportunities.
Hybrid Hunter/Farmer Execution: Manage every stage of complex enterprise sales cycles. Actively seek new pipeline opportunities (hunting) while building upsell, cross-sell, and contract expansion approaches with current customer accounts (farming).
Multi-Threaded C-Suite Alignment: Build and maintain strategic executive relationships across client Finance, Sales Operations, IT, and C-level leaders to position Varicent’s core ICM and predictive AI tools.
Deal Strategy & Execution: Lead complex, consultative commercial sales cycles, from the first discovery conversation to final enterprise legal negotiations, contract structuring, and pricing discussions, working with executive sales leadership.
Pipeline Hygiene & Governance: Keep a disciplined approach across critical internal sales tools (Salesforce, Clari). Provide accurate forecasting data, support account health, and collaborate with Global Systems Integrators (GSIs) and Pre-Sales engineers to speed up pipeline progress.
Experience & Qualifications
10–12 years of enterprise Software-as-a-Service (SaaS) or cloud B2B software sales experience, with a strong track record of consistently beating quotas.
Direct, verified experience selling enterprise solutions to the Insurance Industry (Required), along with a solid understanding of its operational scale, regulatory environment, and complex producer compensation models.
Expertise in structured enterprise sales methodologies (like MEDDPICC or similar qualification systems), handling complex, long-cycle multi-stakeholder deals.
Strong ability to explain the commercial value of AI-powered analytical insights, process automation, and complex decision models to both technical and business audiences.
A Bachelor’s degree in Business Administration, Marketing, Management Information Systems, or a relevant commercial/technical field is preferred.
Technical Skills Required
Core Sales Technologies: Advanced experience using Salesforce CRM to track opportunity health, Clari for real-time forecasting, and Salesloft for large-scale outbound customer engagement.
Domain Knowledge: Deep expertise in Sales Performance Management (SPM), Incentive Compensation Management (ICM), Revenue Operations (RevOps), territory design, and quota planning automation.
How to Apply
If you’re ready to join our vertical sales team and transform revenue optimization, send your enterprise software sales history, quota performance summaries, and professional credentials through Varicent’s global applicant pipeline.