Account Executive

About Variphy 

Variphy is the preferred reporting and analytics platform for unified communications. We give organizations complete visibility into their calling environments across Cisco, Webex, Microsoft Teams, and Zoom — call analytics and CDR reporting, contact center analytics, dial plan management, change management, and remote phone control, all in one platform. 

Our customer base spans healthcare, government, energy, legal, education, high technology, and the system integrator and managed service provider community, including names like McKesson, Mercy Hospital, Caterpillar, and UCLA. 

Our mission is to deliver the most powerful and effective unified communications analytics solution possible, and to make collaborating with us a refreshingly easy and enjoyable experience. 

Variphy has been remote from day one. Our entire team — product development, sales and marketing, service delivery, and support — is based across the United States. 

About the Role 

Variphy is hiring an Account Executive to own new business across an established, high-potential territory. This is a full-cycle, new-logo sales role in a partner-led motion: you will build and cultivate relationships with our channel partners, work alongside them to identify and pursue target accounts, and carry deals from first conversation through to close. 

What You'll Be Selling 

Variphy is the analytics, reporting, and management platform for enterprise unified communications. You will sell into UC and collaboration teams at organizations running Cisco CUCM, UCCX, Webex Calling, Webex Contact Center, CUBEs, Microsoft Teams, and Zoom Phone, frequently several at once. The platform includes: 

• Call analytics and reporting. Customizable dashboards, scheduled report delivery, and data retention well beyond what native platforms offer. 

• Cradle to Grave call detail. Complete call lifecycle visibility across every leg, transfer, and hop in a single view. 

• Contact center and queue reporting. Depth on hunt groups, call queues, and agent activity where native tooling falls short. 

• CUCM management and provisioning. Remote phone control, bulk configuration changes, device inventory, and change tracking that remove hours of manual administration. 

• Variphy Colleen, AI Calling Agent. An AI agent that augments call queues and hunt groups. 

• Flexible deployment. On-premises or Variphy Cloud, so customers aren't locked into a delivery model. 

Your buyers are typically UC engineers, collaboration architects, and IT directors, with contact center and business stakeholders often involved in the decision. Deals span mid-market through large enterprise, with particular strength in healthcare, financial services, government, and education. 

This is a role for an entrepreneurial seller, someone hungry, self-directed, and comfortable creating their own opportunities while making full use of the partner, marketing, and sales engineering support around them. You will not be doing this alone, but you will own the outcome. 

What You’ll Own 

New logo revenue 

• Full ownership of new business in your territory. This role is focused exclusively on new logos — renewals and ongoing account management sit with our Customer Success team. 

• Full-cycle selling: prospecting and discovery, product demonstrations, proposals, negotiation, contracting, and handoff to implementation. 

• Closed accounts transition to Customer Success, with a defined window in which you continue to expand within the account before handover. Maintaining those relationships beyond handover is encouraged — they are a source of referrals and introductions. 

Partner-led pipeline generation 

The majority of revenue in this role comes through our channel partners. In practice, your pipeline will be built roughly as follows: 

• ~60% sourced through channel partners — a mix of partners bringing opportunities to us and joint pursuit of target accounts you identify together. 

• ~20% self-sourced through your own prospecting and outbound. 

• ~20% from marketing-generated leads. 

You will spend the majority of your week with partners: building new relationships and cultivating existing ones, getting to know partner account managers and sales engineers across your territory, setting recurring cadences, and creating opportunities to present to partner engineering teams. 

Pipeline and quota 

Territory coverage will include many of the following 21 states. Variphy already has existing relationships in these territories which the AE will inherit to build from 

Maine, New Hampshire, Vermont, Massachusetts, Rhode Island, Connecticut, New York, New Jersey, Pennsylvania, Delaware, Maryland, West Virginia, Virginia, North Carolina, South Carolina, Georgia, Florida, Tennessee, Alabama, Mississippi, and Ohio.You will be supported in reaching this number by our channel partnerships team, marketing, and sales engineering. 

Required 

• A demonstrable track record of closing new business as a quota-carrying seller — you can point to deals you personally won and the outcomes you delivered. 

• Experience selling B2B SaaS or technology solutions. 

• Comfort selling through and with channel partners, or the clear aptitude and appetite to learn a partner-led motion quickly. 

• Enough technical curiosity and capability to learn our product and confidently deliver a 15-minute product presentation to a customer unaided. Sales engineering support is available for deeper technical sessions. 

• Strong communication skills — you can hold your own with partner reps, engineers, and end-customer stakeholders alike. 

• Disciplined CRM hygiene: detailed, well-categorized notes and accurate pipeline records. 

• Self-motivation and the ability to operate independently in a remote, distributed team. 

Preferred 

• Experience in the collaboration, telephony, or UCaaS space — you already know the language, the ecosystem, and the players. 

• Existing relationships with national or regional channel partners in the UC space. 

• Exposure to observability, analytics, or reporting solutions adjacent to the UC stack. 

We are not looking for a specific number of years in the industry. A seller a few years into their career with the right hunger, aptitude, and closing record is exactly who we want to hear from. 

Your First Months 

We aim to have you productive and selling within three to six months. Full command of the product, the partner landscape, and the wider UC ecosystem builds over your first year, and we will support you through that ramp with structured onboarding, an established sales playbook, and hands-on support from sales leadership and sales engineering. 

Location and Travel 

• Remote, work-from-home position based in the United States. 

• East Coast location preferred based on territory coverage and partner/customer needs. Territories are assigned based on end-customer headquarters, so partner relationships may extend beyond your immediate geography. 

• Travel: This is not a road warrior role. Most of your selling happens over video and phone, with travel used deliberately where face time moves a deal or a partner relationship forward. 

Travel

We encourage regular travel within your territory to meet with channel partners, customers, and prospects, along with attendance at regional trade shows and partner sales kickoffs. You'll have latitude to decide where in-person time is worth the trip. 

Attendance is required at a small number of national events each year, including, but not limited to Cisco Live and WebexOne. Expect roughly 20 to 25 percent travel overall. 

Compensation and Benefits 

• Competitive salary and benefits.
• Commission and bonus eligible.
• Medical, dental, and vision insurance. 
• 401(k) with company contributions. 
• Paid time off and company holidays. 
• Professional development opportunities. 
• Flexible work arrangements, where applicable. 

Why This Role 

• An established, attractive territory with genuine large-account potential — not a green-field build from zero. 

• A proven sales playbook and a partner network that already generates opportunity flow. 

• Direct access to sales leadership in a small, senior team where your work is visible and your input shapes how we sell. 

• Backing from marketing, channel partnerships, and sales engineering. The number is yours; the effort is shared. 

Variphy is an equal opportunity employer. We welcome applicants from all backgrounds and are committed to building an inclusive team.