Market Development Executive (Workday)

Varicent · San Jose · $114,300–$150,000 (stated in the posting)

At Varicent, we’re not just transforming the Sales Performance Management (SPM) market—we’re redefining how organizations achieve revenue success. Our cutting-edge SaaS solutions empower revenue leaders globally to design smarter go-to-market strategies, maximize seller performance, and unlock untapped potential. Varicent stands at the forefront of innovation, celebrated as a market leader in the 2025 Forrester Wave Report for SPM, 2023 Ventana Research Revenue Performance Management (RPM) Value Index, Gartner Peer Insights, 2024 Gartner SPM Market Guide, and G2. Our solutions are trusted by a diverse range of global industry leaders like T-Mobile, ServiceNow, Wawanesa Bank, Shaw Industries, Moody's, Stryker and hundreds more. Here’s why you’ll thrive at Varicent:

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.

Join us at Varicent—where your talent and ambition meet limitless opportunities for success!

The Market Development Executive – Workday is responsible for driving pipeline creation and accelerating revenue growth within the Workday ecosystem. This role was created to expand Varicent’s market presence by engaging Workday sellers, building and executing ecosystem enablement programs, and directly supporting strategic pursuits in collaboration with Varicent Regional Sales Managers (RSMs) and Presales.

Success will be measured by Workday-sourced pipeline development, Workday-sourced bookings, customer adoption, and partner engagement outcomes.

What You'll Do:

Lead the outreach, planning, and execution of in-person Workday Enablement Meetings, equipping Workday sellers to position Varicent effectively.
Drive the development of Workday-sourced pipeline through a combination of direct outreach to Workday account and opportunity owners (with tailored account-level POVs) and the ideation, design, and execution of 1:many marketing and ecosystem events.
Act as the Workday subject matter expert in support of Varicent Regional Sales Managers (RSMs) and Presales, shaping pursuit strategy and ensuring effective co-sell execution.
Maintain an accurate and timely weekly forecast, including opportunity notes and account status updates in CRM.
Collaborate cross-functionally with Marketing, Alliances, Services, and Product teams to align programs, messaging, and delivery to Workday’s priorities.
Support and/or lead supplemental strategic initiatives that strengthen Varicent’s position in the Workday ecosystem, such as roadmap development, customer value documentation, competitive positioning, and ecosystem expansion.

What You'll Bring:

Experience

7+ years in enterprise SaaS sales, presales, partner/alliances management, or business development roles.
3+ years of experience working with or alongside ecosystem partners (Workday experience strongly preferred).
Demonstrated ability to build pipeline through partner-led or co-sell motions.
Proven success enabling sellers and delivering partner-driven marketing programs.

Skills & Knowledge

Strong relationship-building skills with partner sellers and executives.
Ability to deliver compelling presentations and facilitate in-person enablement sessions.
Deep understanding of enterprise software sales cycles and partner co-sell mechanics.
Strategic account planning, opportunity qualification, and pursuit support expertise.
Strong organizational discipline with CRM, pipeline management, and forecasting.
Industry-specific knowledge in at least one of Workday’s priority verticals (e.g., Financial Services, Technology & Media, Professional & Business Services, Retail, or Manufacturing) with the ability to connect Varicent’s solutions to industry-specific challenges and trends.
Familiarity with incentive compensation, territory and quota planning, or sales performance management processes is a plus.

Education

Bachelor’s degree in Business, Marketing, or related field required.
MBA or equivalent experience a plus.

Success Factors:

1-3 Months

Onboard and gain deep knowledge of Varicent’s solutions, Workday ecosystem strategy, and co-sell playbooks.
Establish relationships with Workday RVPs, AEs, and key Varicent stakeholders.
Deliver first Workday enablement session(s) and begin contributing to joint account planning.
Build and submit a 90-day plan with target accounts, pipeline goals, and enablement schedule.

4-6 Months

Lead multiple in-person Workday Enablement Meetings and at least one 1:many marketing event.
Consistently contribute to Workday-sourced pipeline through account-level POV outreach.
Actively support pursuits in at least 3–5 joint opportunities, demonstrating role as Workday SME in co-sell environments.
Deliver accurate weekly forecasts and maintain opportunity-level detail.

7 Months & beyond

Own quarterly Workday-sourced pipeline and ACV goals.
Serve as a trusted advisor to Workday sellers and a key enabler of Varicent field teams.
Expand influence by leading strategic initiatives such as connector adoption campaigns, customer storytelling, or competitive enablement.
Demonstrate measurable business impact: multi-million-dollar sourced pipeline, closed ACV wins, and broadened Workday ecosystem presence.
Prepare for future leadership by mentoring newer team members or taking on regional/industry ownership within the Workday program.

The expected base salary range for this role is $114,300 – $150,000. In addition to base salary, successful candidates may be eligible to participate in Varicent's variable compensation program.

Final compensation will be determined based on factors including experience, skills, qualifications, and market conditions.

This posting is for an existing vacancy.

As part of our hiring process, Varicent uses artificial intelligence (AI) tools to assist with candidate screening and assessment. These tools are designed to support—not replace—human decision-making throughout the recruitment process.

Varicent is committed to creating a diverse environment and is proud to be 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. If you require accommodation at any time during the recruitment process please email accomodations@varicent.com

Varicent is also committed to compliance with all fair employment practices regarding citizenship and immigration status. By applying for a position at Varicent and/or by using this portal, you declare and confirm that you have read and agree to our Job Applicant Privacy Notice and that the information provided by you as part of your application is true and complete and includes no misrepresentation or material omission of fact

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