Account Executive

About Varnish Software Varnish Software creates edge caching, content delivery, and acceleration technologies that power fast, reliable experiences for enterprises worldwide. Our solutions serve developers, platform engineers, and global enterprises across web, repository, and AI/ML workloads. We are an inclusive employer, valuing diversity as a strength that drives innovation and collaboration. Together, we deliver performance that matters. About the Role Varnish Software is looking for an ambitious New Business Account Executive to drive growth for our Software Supply Chain business, powered by Varnish Virtual Registry and Artifact Firewall. Join a business growing 50% year over year, selling cutting-edge technology with high earning potential, flexibility, and the opportunity to shape our European expansion. This is a true hunter role focused on winning new enterprise customers through proactive outbound sales. You’ll own the full sales cycle, targeting organizations using JFrog, GitHub, GitLab, and other DevOps technologies to help them accelerate software delivery, reduce costs, and strengthen security. Key Responsibilities You will drive growth by building a strong pipeline, winning new enterprise customers across Europe, and guiding complex deals from first outreach to close. New Business & Pipeline Generation Own new customer acquisition across Europe, building a strong pipeline through outbound prospecting, strategic account targeting, and ecosystem engagement. Build pipeline mainly through outreach. Expect very limited inbound leads and prospects with limited awareness of Varnish, so you open most conversations from scratch. Identify and prioritize enterprise accounts using repository, CI/CD, and developer infrastructure technologies. Enterprise Sales & Deal Execution Own the complete sales cycle, from prospecting and qualification through discovery, POC, negotiation, and close. Translate technical challenges into measurable business outcomes, including lower egress costs, faster builds, improved developer productivity, and enhanced security. Develop compelling ROI business cases and navigate complex, multi-stakeholder enterprise sales processes. Work with our Solutions Engineers on technical discovery, demos and POCs. Qualifications Proven track record as a new business hunter, consistently achieving or exceeding sales quotas, ideally with $1M+ annual ARR targets or recognition such as top-performer awards. 3-5 years of experience in B2B SaaS or infrastructure software sales, ideally in DevOps, CI/CD, or Platform Engineering markets. Experience from a start-up or scale-up, building pipeline without a big brand or marketing engine to lean on. Able to sell a technical product to engineering buyers, with the curiosity to learn the details. It’s a bonus, not a requirement, if you demonstrate the following: Strong technical understanding of repositories (JFrog, GitHub, GitLab, Nexus), CI/CD pipelines, and artifact delivery workflows. Experience selling to Platform, DevOps, or Developer Productivity teams within enterprise or scale-up organizations. Familiarity with or certification in a structured enterprise sales methodology, such as MEDDIC or Value Selling Background at JFrog, Sonatype, Cloudsmith or similar Software Supply Chain vendors. Personal Attributes Resilient, commercially minded, and comfortable building pipeline from scratch. Self-starter with entrepreneurial drive and motivated by winning new customers Consultative, value-driven seller with strong technical curiosity and willingness to learn. Accountable for results, with strong prospecting, negotiation, and relationship-building skills. Our Team At Varnish Software, we take pride in our software and products, and we value innovation. We strive to hire team members who share our values. You will join a new business area at an early stage, where your input shapes how we sell and support our products. We offer an open, honest, and international culture in a relaxed and stimulating work environment. You will be working with some of the brightest and most talented people in the industry. We offer competitive salaries and benefits, generous vacation time, a hybrid working context, growth & development programs, and more. Varnish Software is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, national origin, age, or disability. What we offer High Earning Potential: Competitive compensation with significant upside for high performers. Autonomy & Flexibility: Own your territory, manage your schedule, and take responsibility for your success. Travel & Networking: Meet customers, attend industry events, and build relationships with leading technology companies. Entrepreneurial Environment: Help shape our go-to-market strategy and build a new business from the ground up. Target start date is January 2027. #J-18808-Ljbffr