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Toronto, Ontario, Canada
Onsite
Summary of the Role and Team
As an Associate Seller (Business Development Representative), you will join Varicent’s North America Sales Development team and play a key role in generating qualified pipeline opportunities within enterprise organizations. Working closely with Account Executives, Marketing, and Revenue teams, you will identify prospective customers, understand their business challenges, and create opportunities that contribute directly to revenue growth. This role offers exposure to enterprise sales environments, modern prospecting strategies, AI-enabled sales technologies, and structured sales methodologies. For individuals interested in building a long-term career in SaaS sales, this role provides a strong foundation for future advancement into quota-carrying and customer-facing sales positions.
What You Will Be Doing
Develop and execute prospecting strategies across assigned enterprise accounts and territories
Research target organizations, stakeholders, business initiatives, and market trends to identify potential opportunities
Engage prospective customers through phone, email, LinkedIn, and other digital channels
Conduct discovery and qualification conversations to understand business priorities, challenges, and potential fit
Apply qualification methodologies such as MEDDICC to evaluate opportunities and determine next steps
Collaborate with Account Executives and Marketing to align account strategies and pipeline development efforts
Maintain accurate account, activity, and opportunity information within Salesforce and related sales tools
Analyze outreach performance and refine prospecting strategies using data, feedback, and AI-enabled technologies
What You Bring
Experience in business development, sales development, inside sales, or another customer-facing role within a SaaS, technology, or B2B environment
Experience achieving activity, prospecting, meeting-generation, pipeline, or business performance goals
Strong verbal and written communication skills with the ability to engage business stakeholders professionally
Experience using CRM and sales engagement platforms such as Salesforce, Salesloft, LinkedIn Sales Navigator, or similar tools
Strong organizational, research, and time-management skills
Ability to understand customer challenges and connect conversations to business outcomes
Ability to learn quickly, apply feedback, and continuously improve performance
Ability to manage priorities effectively in a collaborative and fast-paced environment
Nice to Have
Experience in B2B SaaS sales environments serving enterprise or mid-market customers
Exposure to qualification methodologies such as MEDDICC, Challenger, SPIN, or similar frameworks
Experience collaborating with Marketing on outbound campaigns and account-based prospecting initiatives
Familiarity with Sales Performance Management, Incentive Compensation Management, Revenue Operations, or Sales Planning solutions
Experience prospecting into financial services, insurance, or other highly regulated industries
Interest in leveraging AI-enabled tools and modern sales technologies to improve prospecting effectiveness
First 90 Days
Complete onboarding and develop proficiency in Varicent’s products, sales process, prospecting tools, and target markets
Build an understanding of ideal customer profiles, enterprise buying environments, and account strategies
Consistently execute outbound and inbound prospecting activities across multiple channels
Maintain accurate CRM records and prospect engagement activity
Within 6 Months
Consistently generate qualified meetings and pipeline opportunities aligned with team objectives
Conduct effective discovery and qualification conversations with enterprise stakeholders
Demonstrate proficiency in account research, stakeholder mapping, and opportunity qualification
Build productive working relationships with Account Executives and Marketing partners
Within 12 Months
Independently execute a territory-based prospecting strategy that generates a consistent flow of qualified opportunities
Consistently identify customer business priorities, key stakeholders, and potential value drivers
Improve prospecting effectiveness through data-driven optimization and effective use of sales technologies
Establish a reputation as a reliable contributor to pipeline growth and business development efforts
For this role, the estimated annual base salary range is between CAD $66,100 – $86,800. 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 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.
Overview of Benefits:
