Regional Sales Manager

This is a fully remote position, open to applicants in United States.

📋 Description

• Manage a designated list of accounts within the Insurance sector, developing a comprehensive understanding of each account and its stakeholders.

• Oversee a portfolio of current clients, identifying and pursuing opportunities for upselling, cross-selling, and expansion.

• Segment and prioritize accounts to implement targeted outbound and growth strategies.

• Create and execute multi-threaded account strategies involving both business and technical stakeholders.

• Lead intricate, consultative sales processes from initial discovery to final closure.

• Develop and nurture C-level relationships, particularly within Finance, Sales, Operations, and IT departments.

• Present Varicent’s ICM/SPM platform and AI capabilities as solutions to complex business challenges.

• Drive deal strategy, pricing, and contract negotiations in collaboration with leadership.

• Maintain high standards for pipeline management, forecasting accuracy, and deal hygiene.

• Utilize internal and partner resources (Pre-Sales, Customer Success, GSIs) to advance sales opportunities.

• Collaborate closely with Customer Success, Legal, and the Renewals team to ensure successful renewals, expansions, and long-term customer value.

⛳️ Requirements

• 10-12 years of experience in enterprise Software and SaaS sales, with a proven track record of consistently exceeding sales quotas.

• Required experience in selling to the Insurance industry, with a solid understanding of its revenue, operational, and compensation complexities.

• Proven success in managing named accounts and navigating large, complex sales cycles.

• Demonstrated expertise in a hybrid hunter/farmer role, capable of generating new pipeline while expanding existing accounts.

• Proven ability to build and maintain relationships at the C-level.

• Experience in selling Incentive Compensation Management (ICM), Sales Performance Management (SPM), AI-driven analytics, or similar enterprise solutions.

• Strong knowledge of MEDDPICC (or a comparable structured sales methodology).

• Proficiency with essential sales tools, including Salesforce for opportunity management and pipeline tracking, Clari for forecasting discipline, and Salesloft for outbound prospecting.

• Ability to communicate the value of AI-driven insights, automation, and decision support to both technical and business stakeholders.

• Strong business acumen with an ability to link solutions to measurable financial and operational results.

• High ownership mindset characterized by strong execution, accountability, and resilience.

🏝️ Benefits

• 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.