Varnish Software · 8 hours ago
Sales Account Executive (DevOps/Platform)
Irvine, CA
Full-time
Onsite
Mid, Senior Level
5+ years expVarnish Software is seeking a Sales Account Executive (AE) to drive growth for their Platform Engineering Acceleration business. This role is critical in scaling ARR through new customer acquisition and partnerships within the DevOps and Platform Engineering ecosystem, focusing on strategic account development and consultative solution selling.
InternetOpen SourceSoftware
Hiring Manager
Adrian Herrera
Responsibilities
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 Orca as a virtual registry manager and 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
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
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
Qualification
Required
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
Company
Varnish Software
Varnish Software builds products for delivering web content and IoT information reliably and fast at any scale.
51-200 employees
Funding
Current Stage
Growth StageLeadership Team
Fredrik Borg
Group CEO
Adrian Herrera
North America GM & CMO
Recent News
2025-08-19
2025-08-15
Company data provided by crunchbase