Varnish Software is seeking a Sales Account Executive (AE) to drive growth for our Platform Engineering Acceleration (PEA) business, powered by Varnish Orca (Objects, Registry, Cache, Artifacts)—a solution designed to accelerate CI/CD pipelines, reduce egress costs, and eliminate repository performance bottlenecks.

This role is critical in scaling ARR through new customer acquisition, strategic expansion, and partnerships within the DevOps and Platform Engineering ecosystem. The AE will identify target accounts (with a focus on JFrog, GitHub, GitLab, Nexus, and CloudSmith users), collaborate with Marketing and Product teams, and execute a go-to-market strategy that lands and expands within high-value enterprise environments.

The ideal candidate has a consultative sales background in developer productivity, CI/CD, or infrastructure software—and thrives in environments where platform engineering and developer experience (DevEx) are strategic levers for growth.

Key Responsibilities

Pipeline Development & Targeting

• 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.
  
  

Consultative Solution Selling

• 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.

Cross-Functional Collaboration

• 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.
  

Growth Execution & Expansion

• 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.

Qualifications

• 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.
  
  

  Personal Attributes
  
  • 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.
    
    
    
  
  About Varnish Software
  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.