Account Executive US - Varnish Software Supply Chain

Varnish Software • Boston, MA

7d • 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. This is a hunter role focused on acquiring new enterprise customers through proactive outbound sales. The Account Executive will own the full sales cycle and target organizations using JFrog, GitHub, GitLab, and other DevOps technologies, helping them accelerate software delivery, reduce costs, and strengthen security.

The role involves building pipeline primarily through outbound outreach, with very limited inbound leads and low prospect awareness of Varnish. The Account Executive will identify and prioritize enterprise accounts and guide complex opportunities from prospecting and qualification through discovery, proof of concept, negotiation, and close. They will work with Solutions Engineers on technical discovery, demos, and POCs, and translate technical challenges into measurable business outcomes.

The position is part of a new business area at an early stage, where the successful candidate can help shape how Varnish sells and supports its products. Varnish describes its culture as open, honest, international, relaxed, and stimulating. The role offers competitive compensation with significant upside, autonomy over territory and schedule, customer and industry-event travel, and the opportunity to help shape go-to-market strategy.

Requirements

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

Nice To Haves

• Strong technical understanding of repositories such as JFrog, GitHub, GitLab, and 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

• Acquire new customers across Europe and build 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.
• Identify and prioritize enterprise accounts using repository, CI/CD, and developer infrastructure technologies.
• Own the full sales cycle, from prospecting and qualification through discovery, POC, negotiation, and close.
• Translate technical challenges into business outcomes such as lower egress costs, faster builds, improved developer productivity, and enhanced security.
• Develop ROI business cases and navigate complex, multi-stakeholder enterprise sales processes.
• Partner with Solutions Engineers on technical discovery, demos, and POCs.
• Help shape Varnish's go-to-market strategy and the development of its new business area.

Benefits

• Competitive compensation with significant earning upside for high performers.
• Autonomy and flexibility to own a territory, manage a schedule, and take responsibility for results.
• Customer travel, industry events, and networking opportunities.
• Opportunity to 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