Strategic Account Executive

JFrog Ltd; Berlin; Remote; EUR 90,000 - 150,000; Full time

Benefits offered by this job

Uncapped earnings plan

Equity: RSU grants

Dedicated L&D funds

Job summary

JFrog Ltd is seeking a Strategic Account Executive for the DACH region. The role focuses on upselling and expanding footprint within Germany, Austria, and Switzerland among large enterprise customers to grow SaaS and Security ARR.

Responsibilities include proactive account expansion, managing C-suite relationships, and partnering with internal teams to ensure seamless value delivery. The position requires German (C2) and English, with residency in Germany and a remote work setup.

Qualifications

• Proven performer with a track record of exceeding quotas in complex B2B SaaS sales.
• Ability to translate customer business initiatives into value for the JFrog platform.

Responsibilities

• Identify, develop, and close upsell opportunities within a defined portfolio of large enterprise accounts.
• Cultivate long-term relationships with key decision-makers and influencers, including C-suite executives.
• Collaborate with Channel, Customer Success, Solution Engineering, Product, Marketing, and Legal to ensure value delivery.

Skills

Strategic expansion

Relationship management

Cross-functional collaboration

Job description

Residency in Germany is required. Currently, this position is remote and does not require working from the office.

At JFrog, we’re reinventing DevSecOps to help the world’s greatest companies innovate securely recognized by Gartner as a Leader in the Software Supply Chain Security. JFrog supports over 7,500 customers globally, including 86% of the Fortune 100. We are publicly listed on NASDAQ (FROG). Since software plays a central role in everyone’s lives, you’ll be part of an important mission: Helping our customers manage, accelerate and secure their software delivery from code to production. Be part of a company guided by our JFrog Codex developed and integrated by the employees: WIN!, Care, Integrity and Fairness, Community & Customer Happiness, Thinking BIG, Everyone Counts Everyone Matters, Innovation, and Team Spirit. These values aren't just words; they shape our daily interactions and our commitment to our customers and each other. We’re hiring a Strategic Account Executive for the DACH region. This is a pivotal role focused exclusively on upselling and expanding our footprint within JFrog's largest existing enterprise customers across Germany, Austria, and Switzerland - brand names, you are likely familiar with. Your success will be measured by your ability to deepen partnerships and grow revenue streams within our valued customer base, specifically growing the SaaS and Security ARR.

As a Strategic Account Executive at JFrog you will…

• Strategic Account Expansion: Proactively identify, develop, and close upsell and cross-sell opportunities within a defined portfolio of large enterprise accounts. This includes Account Planning and prioritization of opportunities using Methodologies like MEDDPICC and Challenger Sales.
• Relationship Management: Cultivate and nurture strong, long-term relationships with key decision-makers and influencers at all levels, including C-suite executives, within your existing client base.
• Cross-Functional Collaboration: Partner closely with internal teams including Channel, Customer Success, Solution Engineering, Product, Marketing, and Legal to ensure seamless customer enablement, strategic alignment, and continuous value delivery.

To be a Strategic Account Executive at JFrog you need…

Essential Skills & Experience

• Proven Performer: A consistent history of exceeding quotas over 3+ years in complex B2B SaaS sales, closing high-value deals within major enterprise accounts.A master of the existing customer base.
• Consultative Seller: The ability to act as a trusted advisor, understanding your customers’ business initiatives and translating them into the individual business value of the JFrog platform and demonstrating, together with Solution Engineering, those values on a technical level.
• Technically Credible: A strong aptitude for technology that allows you to engage confidently with both technical and business leaders.

DACH Market Specifics For Success

• Excellent command of the German language (C2 level or equivalent, written and spoken) is required, alongside English.
• Familiarity with regulations like GDPR, DORA, NIS2 and AI Act, with the ability to confidently explain compliance measures to prospects is a huge benefit.
• A data-driven, proof-focused sales strategy leveraging ROI analyses and proven customer success stories

Why JFrog?

We invest in our people. Here is what we offer to help you thrive:

Compensation & Equity

• Uncapped Earnings: Competitive base with a robust commission structure, accelerators, and incentives for recurring revenue/multi-year contracts.
• Equity: RSU grants.

Growth & Development

• Learning: Dedicated L&D funds for external training, certifications, and conferences.
• Career Path: Mentorship, clear progression
• Support: Cutting-edge sales tools, engaging projects, and recognition.