At a Glance
- Tasks: Drive growth by winning new enterprise customers and managing the full sales cycle.
- Company: Join Varnish Software, a leader in edge caching and content delivery technologies.
- Benefits: Enjoy competitive pay, flexible hours, generous vacation, and growth opportunities.
- Other info: Be part of an innovative team in a relaxed, international work environment.
- Why this job: Shape our European expansion while selling cutting-edge tech with high earning potential.
- Qualifications: Proven sales experience in B2B SaaS, ideally in DevOps or infrastructure software.
The predicted salary is between 63000 - 77000 £ per year.
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.
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.
About the Role
Varnish Software is looking for an ambitious New Business Account Executive to drive growth for our Software Supply Chain business, powered by Varnish Virtual Registry and Artifact Firewall.
Join a business growing 50% year over year, selling cutting-edge technology with high earning potential, flexibility, and the opportunity to shape our European expansion.
This is a true hunter role focused on winning new enterprise customers through proactive outbound sales.
You’ll own the full sales cycle, targeting organizations using JFrog, Git Hub, Git Lab, and other Dev Ops technologies to help them accelerate software delivery, reduce costs, and strengthen security.
Key Responsibilities
You will drive growth by building a strong pipeline, winning new enterprise customers across Europe, and guiding complex deals from first outreach to close.
- New Business & Pipeline Generation
- Own new customer acquisition across Europe, building a strong pipeline through outbound prospecting, strategic account targeting, and ecosystem engagement.
- Build pipeline mainly through outreach. Expect very limited inbound leads and prospects with limited awareness of Varnish, so you open most conversations from scratch.
- Identify and prioritize enterprise accounts using repository, CI/CD, and developer infrastructure technologies.
- Enterprise Sales & Deal Execution
- 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 our Solutions Engineers on technical discovery, demos and POCs.
Qualifications
- 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 Saa S or infrastructure software sales, ideally in Dev Ops, 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.
It's a bonus, not a requirement, if you demonstrate the following
- Strong technical understanding of repositories (JFrog, Git Hub, Git Lab, Nexus), CI/CD pipelines, and artifact delivery workflows.
- Experience selling to Platform, Dev Ops, 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.
- Personal Attributes
- 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.
- Our Team
At Varnish Software, 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.
We offer competitive salaries and benefits, generous vacation time, a hybrid working context, growth & development programs, and more.
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.
What we offer
- 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.
- #J-18808-Ljbffr
Account Executive in London employer: Varnish Software
Varnish Software is an exceptional employer that fosters a culture of innovation and collaboration, making it an ideal place for ambitious professionals looking to thrive in the tech industry. With a focus on employee growth, competitive salaries, and a flexible working environment, you will have the opportunity to shape our European expansion while working alongside some of the brightest minds in edge caching and content delivery technologies. Join us to enjoy high earning potential, autonomy in your role, and the chance to make a meaningful impact in a rapidly growing business.
StudySmarter Expert Advice🤫
We think this is how you could land Account Executive in London
✨Leverage Your Network
In sales and business development, who you know can often be as important as what you know. Get involved with local networking events or industry meetups to connect with key players. Don't be shy—share your passion for the field and let folks know you're on the lookout for opportunities!
✨Show Your Skills Through Real-World Results
When targeting a full-time role like Account Executive at Varnish Software, presenting tangible results from your previous sales experience can set you apart. Bring along case studies or examples of how you've closed deals or expanded accounts, and don't forget to showcase your problem-solving prowess. It’s all about quantifying your success!
✨Engage with Sales Communities
Dive deep into online sales communities, like Sales Hacker or LinkedIn groups dedicated to sales professionals. Engaging in discussions and sharing insights can boost your visibility and might just put you on the radar of hiring managers looking for fresh talent in business development.
✨Direct Applications Matter
While we all know the online application route, consider sending direct applications to companies you admire, including Varnish Software. Tailor your message to explain why you’re drawn to them and how you can contribute as a Account Executive. Sometimes, a personal touch can grab attention faster than a generic application!
We think you need these skills to ace Account Executive in London
Some tips for your application 🫡
Show Off Those Sales Skills:In your CV and cover letter, highlight any previous sales or business development experience you have. Use numbers and examples to showcase your achievements – did you exceed sales targets or bring in new clients? Make those accomplishments shine!
Tailor Your Message for Varnish Software:When writing your cover letter, make sure to tailor your message specifically for Varnish Software. Show that you know the company’s mission and how your skills align with their goals in the sales landscape. This personalised touch will grab their attention!
Keep It Professional Yet Engaging:Sales is all about relationships, so while you want to maintain professionalism in your application, don’t be afraid to let your personality shine through. Engage the reader and demonstrate your enthusiastic approach to sales and business development!
Proof of Performance:Include any relevant certifications or training you’ve undertaken in sales or negotiation tactics. If you’ve attended workshops or courses, list these to showcase your commitment to professional development. This extra touch can set you apart from the competition!
How to prepare for a job interview at Varnish Software
✨Know Your Sales Methodologies
Brush up on popular sales methodologies like SPIN Selling or Challenger Sales. Being able to discuss these techniques and how you've applied them will show Varnish Software that you understand the role and can hit the ground running in the sales game.
✨Demonstrate Your Deal-Making Skills
Prepare to share stories from your past experiences where you closed deals, overcame objections, or started new client relationships. We want to show Varnish Software that you’re not just about numbers but also about building lasting connections in business development.
✨Prepare for Role-Play Scenarios
In a full-time sales interview, don’t be surprised if they throw in a role-play exercise to test your pitching skills. Practising how you would pitch a product or handle an objection will help us shine in this simulation—think of it like a dress rehearsal for your future sales calls!
✨Align Your Goals with the Company’s Vision
Take a moment to reflect on how your career ambitions align with Varnish Software’s objectives. When we articulate how our personal growth ties in with the company’s goals, it shows commitment and a genuine interest in contributing to their success.
