Sales Account Executive, Varnish Software
Office located in Irvine, CA
Content delivery solutions
Open for applications
Content delivery solutions
21-100 employees
Open for applications
Office located in Irvine, CA
21-100 employees
Company mission
To help customers create superior experiences by speeding up the delivery of their digital assets, while empowering them to innovate and lead in a competitive market.
Role
Who you are
- The ideal candidate has a consultative sales background in developer productivity, CI/CD, or infrastructure software—and thrives in environments where platform engineering and developer experience (DevEx) are strategic levers for growth
- 5+ years of experience in B2B SaaS or infrastructure software sales, ideally in DevOps, CI/CD, or Platform Engineering markets
- Proven record of achieving or exceeding ARR quotas ($1M+ annual target)
- 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 hybrid (PLG + enterprise) sales motions and freemium adoption models
- Familiarity with or certification in a structured enterprise sales methodology, such as MEDDIC or Value Selling
- Proficiency with CRM (Salesforce) and Sales Engagement Tools
- Excellent written, verbal, and presentation skills with both technical and business audiences
- Self-starter with entrepreneurial drive and the ability to execute independently
- Consultative, value-driven seller with strong technical curiosity
- Confident operating across complex multi-stakeholder environments (engineering, procurement, finance)
- Data-informed and outcome-oriented; thrives in high-growth, cross-functional settings
- Collaborative team player who builds trust across Product, Marketing, and Customer Success
- Demonstrated resilience and a proactive approach to overcoming complex sales obstacles
What the job involves
- Varnish Software is seeking a Sales Account Executive (AE) to drive growth for our Platform Engineering Acceleration (PEA) business, powered by Varnish Artifact Delivery (VAD)—a solution designed to accelerate CI/CD pipelines, reduce egress costs, and eliminate repository performance bottlenecks
- This role is critical in scaling ARR through new customer acquisition, strategic expansion, and partnerships within the DevOps and Platform Engineering ecosystem
- The AE will identify target accounts (with a focus on JFrog, GitHub, GitLab, Nexus, and CloudSmith users), collaborate with Marketing and Product teams, and execute a go-to-market strategy that lands and expands within high-value enterprise environments
- Identify and prioritize high-value accounts within the DevOps and Platform Engineering market (e.g., JFrog, GitHub, GitLab, Nexus customers)
- Build a strategic account list based on ARR potential, egress optimization needs, and developer productivity pain points
- Partner with Marketing on ABM (Account-Based Marketing) and event-led campaigns to drive engagement and inbound quality
- Utilize intent data and ecosystem insights (e.g., PlatformEngineering.org, 6Sense, etc.) to identify emerging opportunities
- Lead discovery conversations that translate technical bottlenecks (e.g., slow builds, egress costs, regional latency) into clear business outcomes
- Articulate the value of Varnish Artifact Delivery as a programmable caching layer that improves performance and developer productivity without requiring tool changes
- Partner with Solutions Engineers to demonstrate quantifiable ROI—e.g., 80% faster dependency resolution, 75% lower backend load, 50% CPU reduction, and 20% lower egress costs
- Own the full sales cycle: from initial outreach and qualification to POC, negotiation, and close
- Cross-Functional Collaboration
- Collaborate closely with Marketing and Product to align messaging, vertical positioning, and customer success stories
- Work with Solutions Engineering to define reference architectures and customer-specific acceleration paths (e.g., Git, Docker, JFrog)
- Provide structured feedback loops to Marketing and Product on pricing, objections, and buyer signals
- Growth Execution & Expansion
- Drive “land and expand” motions: start with Artifact Acceleration, then grow into CI/CD acceleration, Git caching, and platform-wide deployments
- Support freemium → paid conversion strategy by identifying high-value self-serve users ready for enterprise adoption
- Contribute to quarterly pipeline reviews and ARR forecasting; exceed individual and regional sales targets
Our take
Varnish Software is a free, open-source HTTP accelerator helping web companies deliver high speed services whilst avoiding downtime and poor performance. Whilst the company has been in the game for a while, it has seen a lucrative new avenue open up thanks to the ballooning growth of the video-on-demand market.
Streaming giants like Netflix are searching for ways to balance high content demand with lower energy consumption and costs. This problem is compounded when live streaming is thrown into the mix. Varnish Software, however, is making impressive strides in improving the throughput levels necessary to give streaming services an operational edge.
With video content now constituting a large fraction of internet traffic, this puts Varnish Software in a strong market position. Among its global customer base, it also offers products like protection against DDoS attacks, and web services for 5G. By offering a spread of products that are increasingly critical to the success of web content, its continued value and utility in the space looks like a sure thing.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
19% employee growth in 12 months
Company
Company benefits
- Commission and sales incentives
- Flexible time off with 25 days of vacation starting immediately
- Pension
- Private healthcare
Company HQ
Norrmalm, Stockholm, Stockholms län
Leadership
Lars Larsson
(Founder)Originally the MD of Benefit Systems, moving on to serve as a business area manager at Redpill, then COO of Redpill Linpro Group.
Fredrik Borg
(CEO)Previously Head of B2C for Sweden at IP-Only, Head of Mobile Networks at Telenor Sweden and was the Head of BUGS Fiber Network Services at Ericsson.
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