Account Executive US - Varnish Software Supply Chain

Varnish Software • New York, NY

9d • Hybrid

About The Position

Varnish Software is hiring a New Business Account Executive to grow its Software Supply Chain business, powered by Varnish Virtual Registry and Artifact Firewall. The role focuses on winning new enterprise customers through proactive outbound sales and owning the full sales cycle. The successful candidate will target organizations using JFrog, GitHub, GitLab, and other DevOps technologies, helping them accelerate software delivery, reduce costs, and strengthen security.

The position is part of an early-stage business area where the Account Executive will help shape how Varnish sells and supports its products. The role offers autonomy over a territory and schedule, the opportunity to contribute to go-to-market strategy, and customer travel and industry networking. Varnish describes its culture as open, honest, international, relaxed, and stimulating, and offers competitive compensation, benefits, generous vacation time, a hybrid working context, and growth and development programs. The target start date is January 2027.

Requirements

• Proven track record as a new-business hunter, consistently achieving or exceeding sales quotas; ideally, experience with $1M+ annual ARR targets or recognition such as top-performer awards.
• 3–5 years of experience in B2B SaaS or infrastructure software sales.
• Experience from a start-up or scale-up, building pipeline without relying on a major brand or marketing engine.
• Ability to sell a technical product to engineering buyers, with curiosity to learn the product details.
• Resilience, commercial-mindedness, and comfort building a pipeline from scratch.
• Self-starter with entrepreneurial drive and motivation to win new customers.
• Consultative, value-driven selling approach, strong technical curiosity, and willingness to learn.
• Accountability for results, with strong prospecting, negotiation, and relationship-building skills.

Nice To Haves

• Experience in DevOps, CI/CD, or Platform Engineering markets.
• Strong technical understanding of repositories such as JFrog, GitHub, GitLab, or 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.

Responsibilities

• Own new customer acquisition across Europe, building a pipeline through outbound prospecting, strategic account targeting, and ecosystem engagement.
• Build pipeline primarily through outreach, opening conversations with prospects who may have limited awareness of Varnish and with very limited inbound leads.
• Identify and prioritize enterprise accounts using repository, CI/CD, and developer infrastructure technologies.
• Own the complete sales cycle, from prospecting and qualification through discovery, proof of concept, 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 Solutions Engineers on technical discovery, demos, and proof-of-concept projects.
• Help shape the go-to-market strategy for a new business area.

Benefits

• Competitive compensation with significant upside for high performers.
• Autonomy and flexibility to own the territory, manage the schedule, and take responsibility for results.
• Customer travel, industry events, and networking opportunities.
• Opportunity to help shape go-to-market strategy and build a new business from the ground up.
• Competitive salaries and benefits.
• Generous vacation time.
• Hybrid working context.
• Growth and development programs.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed