Principal Account Executive ((South East))

🏢 Summary: 6-month contract (with potential to convert to permanent) Business Development Representative role focused on outbound enterprise prospecting and net-new pipeline generation. The position involves multi-channel outreach, qualification using structured frameworks, and close collaboration with sales and marketing to drive revenue growth. Candidates will leverage CRM, sales engagement, and AI-enabled tools to identify, engage, and qualify enterprise opportunities. 🗂️ Requirements: 1–2 years experience in BDR/SDR or SaaS sales role with strong outbound focus, Experience prospecting into enterprise or Fortune 500 accounts, Proficiency with Salesforce, Experience with sales engagement tools (e.g., Salesloft), Experience with LinkedIn Sales Navigator, Ability to use video conferencing tools (e.g., Zoom), Experience qualifying opportunities using structured frameworks (e.g., MEDDICC), Demonstrated achievement of outbound activity and meeting-booking KPIs, Ability to research accounts and identify stakeholders in complex organizations, Ability to maintain accurate CRM records and track performance metrics 📃 Skills: Salesforce, Salesloft, LinkedIn, Zoom, MEDDICC, CRM, SaaS, AI 🏢 Description: This role is listed as a 6 month contract but has potential to turn into a full time permanent. We are seeking a high-performing, outbound-driven Business Development Representative to join our NA team, focused on enterprise prospecting and net-new pipeline creation. In this role, you'll leverage a multi-channel prospecting approach and collaborate closely with marketing and sales to uncover opportunities and grow pipeline. You'll also be supported by a growing suite of AI enabled tools. As a BDR, your primary mission is to create demand, not wait for it. You will own outbound prospecting into targeted enterprise accounts, leveraging a multi-channel approach across phone, email, social selling, and AI-enabled insights. You'll partner closely with Account Executives and Marketing to build pipeline and set the foundation for long-term revenue growth. Qualified opportunities have an identified key influencer or decision-maker, identified business pains, and an appetite to address them, along with a next step, immediate or deferred. What You'll Do: - Own outbound prospecting efforts into large enterprise organizations, generating net-new pipeline through cold calls, cold emails, and social outreach - Engage C-level executives and senior decision-makers in conversations centered on solving complex Sales Performance Management challenges - Identify and prioritize high-value target accounts within your territory using data, intent signals, and AI-driven tools - Research accounts deeply to uncover business pains, organizational structure, buying committees, and strategic initiatives - Execute highly personalized, multi-touch outbound sequences that align the value proposition to each prospect's priorities - Conduct discovery and qualification conversations, identifying pain, urgency, stakeholders, and next steps - Qualify opportunities using frameworks such as MEDDICC, ensuring strong alignment before passing to Account Executives - Collaborate closely with AEs to refine targeting strategies, messaging, and account plans - Maintain accurate, detailed records in Salesforce and engagement platforms (e.g., Salesloft) - Continuously analyze performance metrics (connect rates, response rates, meetings booked) and iterate on outbound tactics - Contribute ideas to improve outbound campaigns, messaging, and prospecting processes What You'll Bring: - 1–2 years of experience in a BDR/SDR or SaaS sales role with a strong outbound focus, ideally targeting enterprise or Fortune 500 accounts - Proficient with Salesforce and video conferencing tools like Zoom - Demonstrated success in meeting or exceeding outbound activity and meeting-booking KPIs - Confidence and resilience when cold calling and engaging senior-level stakeholders - Strong written and verbal communication skills with the ability to personalize messaging at scale - Experience using sales tools such as Salesforce, Salesloft, LinkedIn Sales Navigator and AI-enabled prospecting tools - A proactive, self-starting mindset with a strong desire to learn about Sales Performance Management, Incentive Compensation and Sales Planning - Ability to work in a fast-paced, metrics-driven, and collaborative environment - Comfort adapting strategies quickly based on data and feedback Bonus Qualifications: - Exposure to MEDDICC or similar sales qualification frameworks - Proven success partnering with marketing on outbound campaigns and account-based initiatives - Previous experience prospecting into complex, multi-stakeholder enterprise environments Short Term (1-3 Months): - Learn products, value propositions, and the insurance vertical - Master prospecting tools (Salesforce, Salesloft, LinkedIn, AI) - Begin outreach and track initial activity metrics Medium Term (4-6 Months): - Consistently generate qualified opportunities - Research accounts, map stakeholders, and identify business pains - Refine outreach using performance metrics and AE/marketing feedback - Influence pipeline strategy and optimize prospecting processes - Share best practices with the team - Deliver measurable impact on pipeline and revenue growth Compensation & Benefits: - Estimated annual base salary range: $64,800 – $85,000 USD - Eligibility for bonuses and commissions - Health & Wellness: medical, dental, and vision coverage - Time Off: PTO and public holidays - Volunteer Days - Ignite Days dedicated to learning and growth This hiring process utilizes artificial intelligence tools to assist in candidate screening and assessment. AI tools are designed to complement human decision-making. Varicent is committed to equal opportunity employment and compliance with fair employment practices regarding citizenship and immigration status.

🏢 Summary: 6-month contract Business Development Representative role focused on outbound enterprise prospecting and net-new pipeline generation for a SaaS Sales Performance Management solution, with potential to convert to full-time. The position centers on multi-channel outreach, AI-enabled prospecting, and close collaboration with Account Executives and Marketing to qualify opportunities using structured frameworks. Candidates are expected to consistently generate qualified meetings, manage activity in Salesforce, and drive measurable pipeline growth. 🗂️ Requirements: 1–2 years experience in BDR/SDR or SaaS sales role with strong outbound focus, Experience targeting enterprise or Fortune 500 accounts, Proficiency with Salesforce, Proficiency with Zoom or similar video conferencing tools, Experience with Salesloft and LinkedIn Sales Navigator, Demonstrated achievement of outbound activity and meeting-booking KPIs, Ability to conduct qualification using MEDDICC or similar framework, Ability to manage and track activities in CRM and engagement platforms 📃 Skills: Salesforce, Salesloft, LinkedIn, Zoom, MEDDICC, SaaS, CRM, AI 🏢 Description: This role is listed as a 6 month contract but has potential to turn into a full time permanent. We are seeking a high-performing, outbound-driven Business Development Representative to join our NA team, focused on enterprise prospecting and net-new pipeline creation. In this role, you'll leverage a multi-channel prospecting approach and collaborate closely with marketing and sales to uncover opportunities and grow pipeline. You'll also be supported by a growing suite of AI enabled tools. As a BDR, your primary mission is to create demand, not wait for it. You will own outbound prospecting into targeted enterprise accounts, leveraging a multi-channel approach across phone, email, social selling, and AI-enabled insights. You'll partner closely with Account Executives and Marketing to build pipeline and set the foundation for long-term revenue growth. Qualified opportunities have an identified key influencer or decision-maker, identified business pains, and an appetite to address them, along with a next step, immediate or deferred. What You'll Do: - Own outbound prospecting efforts into large enterprise organizations, generating net-new pipeline through cold calls, cold emails, and social outreach - Engage C-level executives and senior decision-makers in conversations centered on solving complex Sales Performance Management challenges - Identify and prioritize high-value target accounts within your territory using data, intent signals, and AI-driven tools - Research accounts deeply to uncover business pains, organizational structure, buying committees, and strategic initiatives - Execute highly personalized, multi-touch outbound sequences that align the value proposition to each prospect's priorities - Conduct discovery and qualification conversations, identifying pain, urgency, stakeholders, and next steps - Qualify opportunities using frameworks such as MEDDICC, ensuring strong alignment before passing to Account Executives - Collaborate closely with AEs to refine targeting strategies, messaging, and account plans - Maintain accurate, detailed records in Salesforce and engagement platforms (e.g., Salesloft) - Continuously analyze performance metrics (connect rates, response rates, meetings booked) and iterate on outbound tactics - Contribute ideas to improve outbound campaigns, messaging, and prospecting processes What You'll Bring: - 1–2 years of experience in a BDR/SDR or SaaS sales role with a strong outbound focus, ideally targeting enterprise or Fortune 500 accounts - Proficient with Salesforce and video conferencing tools like Zoom - Demonstrated success in meeting or exceeding outbound activity and meeting-booking KPIs - Confidence and resilience when cold calling and engaging senior-level stakeholders - Strong written and verbal communication skills with the ability to personalize messaging at scale - Experience using sales tools such as Salesforce, Salesloft, LinkedIn Sales Navigator and a curiosity for AI-enabled prospecting tools - A proactive, self-starting mindset with a strong desire to learn about Sales Performance Management, Incentive Compensation and Sales Planning - Ability to work in a fast-paced, metrics-driven, and collaborative environment - Comfort adapting strategies quickly based on data and feedback Bonus Qualifications: - Exposure to MEDDICC or similar sales qualification frameworks - Proven success partnering with marketing on outbound campaigns and account-based initiatives - Previous experience prospecting into complex, multi-stakeholder enterprise environments Short Term (1-3 Months): - Learn products, value propositions, and the insurance vertical - Master prospecting tools (Salesforce, Salesloft, LinkedIn, AI) - Begin outreach and track initial activity metrics Medium Term (4-6 Months): - Consistently generate qualified opportunities - Research accounts, map stakeholders, and identify business pains - Refine outreach using performance metrics and AE/marketing feedback - Influence pipeline strategy and optimize prospecting processes - Share best practices with the team - Deliver measurable impact on pipeline and revenue growth Compensation: The estimated annual base salary range is between $64,800 – $85,000 USD. In addition to base salary, the 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 assessed during the interview process. Overview of Benefits: - Health & Wellness — Comprehensive medical, dental, and vision coverage - Time Off — PTO and public holidays - Volunteer Days — Dedicated time to give back - Ignite Days — Dedicated learning days to support continuous growth This hiring process utilizes artificial intelligence tools to assist in candidate screening and assessment. Varicent is committed to creating a diverse environment and is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status. Varicent is committed to compliance with all fair employment practices regarding citizenship and immigration status. By applying for a position and/or by using this portal, you declare and confirm that you have read and agree to the Job Applicant Privacy Notice and that the information provided as part of your application is true and complete and includes no misrepresentation or material omission of fact.

🏢 Summary: Technical Account Manager role focused on supporting and optimizing Varicent’s Sales Planning solutions for a portfolio of enterprise customers. The position combines hands-on configuration, data analysis, training, and lifecycle support to drive product adoption and long-term customer success. Candidates must bring strong SQL, database, and Varicent Sales Planning expertise. 🗂️ Requirements: 7+ years of experience in IT consulting or enterprise software implementation, Hands-on experience with Varicent Sales Planning tool, Bachelor’s degree in a technical field or related business discipline, Experience with query-based languages and relational databases, Strong SQL and data manipulation skills, Advanced Microsoft Excel skills, Experience gathering and interpreting technical requirements, Ability to troubleshoot technical issues and optimize solutions 📃 Skills: SQL, Excel, Varicent, Databases, Relational, Data, Querying, SaaS 🏢 Description: Varicent's Customer Success team is seeking a Technical Account Manager with an analytic mindset and strong focus on data. The TAM will partner with a portfolio of customers to achieve long-term goals, develop strong relationships, and adapt to evolving product offerings. This role supports clients’ varying and unique technical needs throughout every stage of their software lifecycle journey. What You'll Do: - Act as a trusted expert managing and nurturing a designated client portfolio - Facilitate Sales Planning training for employees, partners, and customers (virtual and in person) - Review new features and fixes and assess their impact on customer organizations - Configure Varicent-specific solutions based on customer requirements - Generate and communicate monthly performance and support metric reports - Analyze usage data and metrics to identify and implement remedial actions - Troubleshoot errors, bugs, and technical hurdles while advising on optimization best practices - Identify growth opportunities and collaborate to achieve sustainable product and project growth - Participate in Success Planning Workshops and Customer Success Planning initiatives - Work with internal stakeholders to review and improve change management processes What You'll Bring: - 7+ years of experience in IT Consulting or Enterprise Software Implementation - Hands-on experience with Varicent's Sales Planning Tool (required) - Bachelor’s degree or higher in a technical field or related business discipline - Experience with query-based languages and relational databases - Strong SQL, data manipulation, and Microsoft Excel skills - Experience gathering and interpreting requirements and aligning them with product capabilities - Ability to troubleshoot and resolve technical issues - Strong time management and business communication skills Success Outcomes: 1–3 Months: - Complete training and onboarding - Learn internal systems and information sources - Begin client and CSM introductions - Participate in team meetings and events 4–6 Months: - Manage clients independently and adhere to the VIP program - Prioritize work effectively and demonstrate problem resolution and adaptability 7 Months and Beyond: - Manage a full client portfolio - Perform all TAM duties, including conducting a complete Annual Health Check Compensation: The estimated annual base salary range is $92,300 – $121,000 USD. Compensation may also include bonuses or commissions where applicable, along with a comprehensive benefits package. Overview of Benefits: - Health & Wellness: Medical, dental, and vision coverage - Time Off: PTO and public holidays - Volunteer Days: Dedicated time to support community initiatives - Ignite Days: Learning and professional development days - Financial: Market-aligned compensation - Retirement: Long-term financial security plans - Tuition Assistance: Support for continuing education - Flexibility: Remote and hybrid work options available

🏢 Summary: Technical Account Manager role focused on supporting and optimizing Varicent’s Sales Planning solutions for a portfolio of enterprise customers. The position combines hands-on configuration, data analysis, and customer enablement to drive product adoption, performance optimization, and long-term success. Requires strong SQL and data skills along with extensive experience in Varicent’s Sales Planning tool. 🗂️ Requirements: 7+ years of experience in IT consulting or enterprise software implementation, Hands-on experience with Varicent Sales Planning tool, Bachelor’s degree in a technical or related business field, Experience with query-based languages and relational databases, Strong SQL and data manipulation skills, Advanced Microsoft Excel skills, Experience gathering and translating business requirements into technical solutions, Ability to manage client portfolio independently and meet deadlines 📃 Skills: SQL, Excel, RelationalDatabases, QueryLanguages, DataAnalysis, DataManipulation, Varicent, SalesPlanning 🏢 Description: Varicent's Customer Success team is seeking a Technical Account Manager with an analytical mindset and strong focus on data. The TAM will partner with a portfolio of customers to achieve long-term goals, develop strong relationships, and adapt to evolving product offerings. This role supports clients’ technical needs throughout their software lifecycle journey. What You'll Do: - Act as a trusted expert managing and nurturing a designated client portfolio - Facilitate Sales Planning training for employees, partners, and customers (virtual and in-person) - Review new features and fixes and assess impact against customer organizational needs - Configure Varicent-specific solutions based on customer requirements - Generate and communicate monthly performance and support metric reports - Analyze usage data and metrics to identify and implement remedial actions - Troubleshoot errors, bugs, and technical issues while advising on best practices and optimizations - Identify growth opportunities and collaborate to drive sustainable product growth - Participate in Success Planning Workshops and Customer Success Planning initiatives - Collaborate with internal stakeholders on change management improvements What You'll Bring: - 7+ years of experience in IT Consulting or Enterprise Software Implementation - Hands-on experience with Varicent Sales Planning Tool (required) - Bachelor’s degree or higher in a technical field or related business discipline - Experience with query-based languages and relational databases - Strong technical data skills including SQL, data manipulation, and Microsoft Excel - Strong business communication skills - Experience gathering and interpreting requirements and aligning them with product capabilities - Ability to work independently, manage time effectively, and adapt to evolving processes - Preferred: Experience administering, implementing, or supporting Varicent software products Success Outcomes: 1–3 Months: - Complete onboarding and training - Learn internal systems and information sources - Begin client and CSM introductions - Participate in team meetings and events 4–6 Months: - Manage clients independently and adhere to the VIP program - Demonstrate prioritization, problem resolution, growth, and adaptability 7+ Months: - Manage a full client portfolio - Perform all TAM duties including a complete Annual Health Check Compensation: - Base salary range: $92,300 – $121,000 USD - Additional bonuses or commissions (where eligible) - Comprehensive benefits package Overview of Benefits: - Health & Wellness: Medical, dental, and vision coverage - Time Off: PTO and public holidays - Volunteer Days: Dedicated community service time - Ignite Days: Dedicated learning and development days - Financial: Market-aligned compensation - Retirement: Long-term financial security plans - Tuition Assistance: Support for continuing education - Flexibility: Remote and hybrid work options available

🏢 Summary: Senior Account Executive role owning the full enterprise SaaS sales cycle for an AI-driven energy intelligence platform, selling to C-suite leaders in large organizations. Responsible for building pipeline, managing complex multi-stakeholder deals, and closing high-value contracts in the energy and sustainability space. Hunter-focused position with accountability for bookings, forecast accuracy, and revenue growth. 🗂️ Requirements: 6+ years B2B enterprise SaaS sales experience, Proven record of meeting or exceeding quota in complex multi-stakeholder deals, Experience closing complex SaaS or technology deals, Ability to understand complex technical concepts and translate customer value, Experience in startup or high-growth environment, Experience selling to senior executives and C-suite, Ability to independently manage complex sales cycles, Bachelor's degree or equivalent experience, Strong collaboration with marketing, sales, and product teams 📃 Skills: SaaS, Sales, Prospecting, Forecasting, Negotiation, Presentation, RevenueStorm, Challenger, AccountPlanning, PipelineManagement 🏢 Description: What is Verse? Rapid electrification and the rise of AI are driving unprecedented demand for power, while energy costs continue to rise across the globe. For the world's largest energy buyers, managing energy has never been more complex or more critical. Energy markets are more volatile than ever yet solutions remain anchored in the past. Verse helps organizations manage complex power portfolios by unifying energy and sustainability data, planning, forecasting, and operations in one tool. The Energy Intelligence platform, Aria, brings together energy, sustainability, finance, and operations teams with real-time, finance-ready intelligence—replacing spreadsheets and consultants with precision across the entire energy lifecycle. The Role We are looking for a Senior Account Executive to own the full sales cycle for Aria™ — from first outreach through contract execution — with clear accountability for bookings, pipeline, and forecast accuracy. As a Senior Account Executive, you will own the full revenue cycle — from outbound prospecting to signed contract — selling Aria™ to enterprise procurement, finance, and sustainability leaders at large organizations. This is a hunter role for a closer who can earn trust in a boardroom, navigate complex buying committees, and operate with urgency and resourcefulness in a start-up environment. You will report directly to the Head of Sales and collaborate with teams across product, biz-ops, marketing, and leadership. Key Responsibilities - Engage C-suite and VP-level stakeholders as a credible partner, translating AI-driven value into language that resonates with CFOs and Chief Sustainability Officers. - Apply the Revenue Storm methodology to systematically advance enterprise accounts, map buying committees, control deal processes, and create urgency. - Build and maintain a pipeline 3× quota target through outbound prospecting, referrals, and strategic account targeting. - Collaborate with product, data science, and customer success teams to align buyer requirements with platform capabilities while owning revenue outcomes. - Forecast accurately and consistently close deals. - Represent the company at industry events, CEO roundtables, and conferences. What We're Looking For (Minimum Qualifications) - 6+ years of B2B enterprise SaaS sales experience with consistent quota achievement. - Demonstrated ability to understand complex technical concepts and translate customer value. - Experience at a start-up or high-growth company. - Proven track record closing complex SaaS or technology deals. - Experience building relationships with senior executives and C-suite buyers. - Strong ability to independently manage complex sales cycles. - Demonstrated history of meeting or exceeding sales quotas. - Excellent communication, negotiation, and presentation skills. - Bachelor's degree or equivalent experience. - Strong collaboration skills across marketing, sales, and product teams. What Will Make You Standout (Preferred Qualifications) - Experience selling into energy buyers or climate/energy software. - Experience in high-growth startup environments (Series A–C). - Track record closing enterprise deals above $100k ACV. - Experience selling solutions combining software and professional services. - Familiarity with structured sales methodologies (Revenue Storm, Challenger). - Strong account planning and opportunity management skills. - Experience working alongside consulting or implementation partners. Compensation On Target Earnings Range: $290,000 - $350,000. This range does not include benefits or potential equity grants. Compensation decisions consider skill sets, market conditions, experience, training, certifications, and business needs. Benefits - Competitive compensation and equity grant at a high-growth startup. - Comprehensive benefits package including medical, dental, vision insurance, and 401k. - Flexible hours and unlimited PTO. - Diverse and inclusive working environment. Verse is an equal opportunity employer. All applicants and employees are considered for hire, promotion, and compensation without regard to race, color, religion, sex, national origin, age, disability, sexual orientation, marital or familial status.