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About the Role
Varnish Software is seeking an ambitious New Business Account Executive to drive growth for 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, owning the full sales cycle, and targeting organizations using DevOps technologies to accelerate software delivery, reduce costs, and strengthen security.
Responsibilities
- Drive growth by building a strong pipeline and winning new enterprise customers across Europe.
- Guide 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, as inbound leads and prospects with limited awareness of Varnish are expected to be very limited.
- 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 Solutions Engineers on technical discovery, demos, and POCs.
Requirements
- 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.
Skills
- DevOps
- CI/CD
- Platform Engineering
- Software Supply Chain
- Repository technologies (JFrog, GitHub, GitLab, Nexus)
- Artifact delivery workflows
- Prospecting
- Negotiation
- Relationship-building
- MEDDIC
- Value Selling
Location
- Europe
Work Type
- Hybrid
- Full-time
Experience Level
- 3-5 years
Salary/Compensations
- $1M+ annual ARR targets
Benefits
- 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.
- Generous vacation time
- Growth & development programs
About the Company
- 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.
- 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.
Equal Opportunity
- 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.