Account Executive US, Varnish Software

• 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
• 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

Desirable

• 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
• You will drive growth by building a strong pipeline, winning new enterprise customers across Europe, and guiding complex deals from first outreach to close
• 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
• 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

• Applications are reviewed on a rolling basis, so we encourage you to apply as soon as possible
• Target start date is January 2027