[Remote] Regional Sales Manager

Note: The job is a remote job and is open to candidates in USA. Varicent is a leader in Sales Performance Management (SPM), helping organizations optimize their go-to-market strategies. The Regional Sales Manager will focus on the Insurance industry, managing a portfolio of existing accounts while also generating new business through strategic engagement and complex sales cycles.

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

Skills

• 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

Company Overview