About Varnish Software

Varnish Software is a Scandinavian-based tech company developing caching technology for some of the world's biggest players in the content delivery market. Our technology helps businesses worldwide improve website performance, deliver video streams, and scale their infrastructure.

The Role

The Salesforce & Commercial Insights Specialist is a hybrid role that combines deep technical ownership of Salesforce with a growing analytical and strategic advisory function. You will be responsible for ensuring the health, scalability, and usability of our Salesforce ecosystem, while also supporting the commercial team with deal-level profitability analysis, business area insights, and pricing intelligence.

This is an individual contributor role for someone who is not just an administrator, but a business-minded system owner ready to help Varnish Software take our data-driven go-to-market execution to the next level.

Key Responsibilities

Salesforce Ownership

• Own the end-to-end administration, customization, and performance of Salesforce across the business and ensure an efficient sales process are fully supported and up to date 

• Maintain and optimize automation, object/field structure, user roles, permission sets, screen flows, and integrations (e.g., HubSpot, GetAccept, Chorus, ZoomInfo, LinkedIn Sales Navigator).

• Proactively test, implement, and document Salesforce releases and updates.

• Serve as the go-to expert for Salesforce usability and troubleshooting across departments.

• Ensure data integrity through cleansing, deduplication, and system audits.

• Manage and secure user provisioning, backups, and application integrations.

Commercial & Deal Analytics

• Follow up on relevant sales related KPI’s to support Sales managers and for our business to succeed.

• Build and deliver dashboards and reports that track performance by deal, customer, region, and product area.

• Design and implement (in Salesforce) price calculators for different solutions, where applicable.

• Provide structured profitability tracking at the deal and customer level—highlighting trends, anomalies, and commercial risks.

• Collaborate with the CFO and the sales team to bring transparency to contribution margins and pricing effectiveness.

• Partner with Sales leadership and individual Sales Execs and Account Excecs, on pipeline management, KPS and support on pricing.
  
  

Strategic & Cross-Functional Support

• Act as a commercial advisor to Sales and Finance, capable of analyzing data and presenting clear conclusions with recommended actions.

• Support the development and implementation of pricing strategies and automation of quoting workflows.

• Provide Salesforce reports for monthly business reviews and board reporting.

• Maintain and improve the commission logic setup in Salesforce and serve as technical liaison for Spiff or other tools.
  
  

Key Qualifications

• 3–5 years of experience in Salesforce administration, revenue operations, or commercial analytics preferable in a SaaS environment.

• Proven expertise in Salesforce administration, including automation, integrations, and system architecture and strong understanding of Salesforce best practice.

• Salesforce Admin (ADM201 and ADM2011) certified and Sales Cloud, Service Cloud and Developer certification preferred.

• Strong understanding of the platform, with the ability to build custom dashboards, objects, formula fields, workflows, custom views, and other content above intermediate complexity.

• Strong analytical skills with the ability to draw insights and present actionable recommendations to stakeholders.

• Experience with deal profitability tracking, contribution margin reporting, or commercial business control

• Familiarity with tools such as HubSpot, GetAccept, Spiff, ZoomInfo, and LinkedIn Sales Navigator.

• Fluent in English (written and spoken); additional languages a plus.

Personal Characteristics

• Technically curious, commercially minded, and highly structured.

• Confident communicator who can translate data into compelling business stories.

• Reliable, proactive, and capable of operating independently while coordinating with multiple teams.

• Ambitious and eager to grow into broader commercial, operational, or leadership responsibilities over time.

Ready to join our team? We look forward to learning more about you and how you can contribute to our success.