Varicent - Regional Sales Manager

• 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 • 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: • Success Outcomes: • Complete onboarding and build a strong understanding of Varicent’s platform, including AI capabilities and Insurance use cases • 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 • 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 • 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 • AI capabilities as a key differentiator • Consistently meet or exceed quota • Close multiple strategic Insurance deals • Be recognized as a trusted advisor within your accounts • trusted advisor • Demonstrate deep expertise in Varicent’s platform and the broader SPM, ICM, and AI landscape • SPM, ICM, and AI landscape