Strategic Account Executive
JFrog
A complete application in a minute
Tailored resume and cover letter, ready to send.
Benefits offered by this job
Job summary
Qualifications
- 7+ years in complex B2B SaaS sales.
- Proven track record in upselling and cross-selling.
- Strong negotiation skills and deal closing ability.
- Strong MEDDPICC, Force Management, and Powermapping knowledge.
Responsibilities
- Identify and close upsell opportunities in enterprise accounts.
- Cultivate relationships with key customer decision-makers.
- Drive the full sales cycle for high-value deals.
- Own whole sales cycle from qualification to closing.
- Collaborate with Channel, Customer Success, Solutions, Product, Marketing, and Legal.
Skills
Tools
Job description
At JFrog, we’re reinventing DevSecOps to help the world’s greatest companies innovate -- and we want you along for the ride. This is a special place with a unique combination of brilliance, spirit and just all-around great people. Here, if you’re willing to do more, your career can take off. And 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 - a concept we call “liquid software.”
We are a "winning company," recognized for our innovation, culture, and rapid growth. Today, JFrog supports over 7,500 customers globally, including 86% of the Fortune 100. We are publicly listed on NASDAQ (FROG).
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. Your success will be measured by your ability to deepen partnerships and grow revenue streams within our valued customer base.
- Strategic Account Expansion: Proactively identify, develop, and close upsell and cross-sell opportunities within a defined portfolio of large enterprise accounts.
- 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.
- Consultative Solution Selling: Act as a trusted advisor, deeply understanding client pain points, evolving needs, and strategic objectives. Tailor and articulate how JFrog's solutions provide quantifiable business value, de-risking existing operations and enhancing their software delivery pipelines.
- Full Sales Cycle Management: Own the entire sales cycle for high-value expansion deals, from opportunity identification and qualification to complex negotiation and closing.
- Business Planning & Forecasting: Develop and execute comprehensive account plans aligned with customer priorities and JFrog's strategic goals. Maintain a robust pipeline, accurately forecast sales activities, and report performance using Salesforce.
- 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.
- Proven Performer: A consistent history of exceeding quotas over 7+ years in complex B2B SaaS sales, closing high-value deals within major enterprise accounts.
- Expert Account Grower: A master of the existing customer base, able to strategically grow a portfolio through sophisticated upselling and cross-selling techniques.
- Consultative Seller: The ability to act as a trusted advisor, leading compelling product demos and articulating the business value of a technical platform.
- Deal Commander: Full ownership of the sales cycle, from meticulous pipeline management and forecasting to expert negotiation and closing.
- Technically Credible: A strong aptitude for technology that allows you to engage confidently with both technical and business leaders.
- Methodology Driven: Deep, practical application of MEDDPICC is required. Knowledge of Force Management and Powermapping is a strong plus.
- Curiosity & Continuous Learning: Stay informed on industry trends, competitive landscapes, and emerging technologies (embraces "Innovation").
- Collaborative Team Player: Thrives in a team environment, working seamlessly with internal and external partners to deliver a unified and successful customer experience
- Consensus Builder: Adept at building consensus and aligning both customer and internal teams around shared goals and solutions.
- Business-level German fluency (written and spoken) is required, in addition to English, to build rapport and trust effectively.
- Deep understanding of the DACH business culture, including its emphasis on formality, punctuality, and the long-term investment required for trust-building.
- 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 "proof-oriented" sales strategy, leveraging data, ROI analyses, and customer success stories to address the DACH region's cautious and risk-averse approach to new technologies.
At JFrog, We Believe In Investing In Our People. We Offer a Compelling Value Proposition Designed To Attract And Retain Top Talent.
- Uncapped Compensation: A competitive base salary complemented by a robust commission structure, with accelerators for exceeding quota and incentives for multi-year contracts and recurring revenue.
- Comprehensive Benefits & Work-Life Balance:
- Monthly wellbeing allowances
- RSU Equity
- Generous Paid Time Off (vacation, public holidays, personal/compassion days) and paid parental leave
- Remote work and flexible schedules to support work-life balance
- Career Growth & Professional Development:
- Access to dedicated learning and development funds for external training, certifications, and conferences.
- Structured mentorship programs and clear career progression paths
- Opportunities for internal career mobility within a fast-growing global company.
- Investment in cutting-edge sales tools and engaging projects that challenge and inspire.
- Regular feedback and recognition programs to celebrate your achievements.
Contribute to our "Liquid Software" vision, making a tangible impact on how the world's software is delivered. If you are a driven Strategic Account Executive with a proven track record in enterprise upselling, a deep understanding of the DACH market, and a desire to make a significant impact, we encourage you to apply! Join JFrog and help us continue to revolutionize the world of software.
- *Residency in Germany is required. Currently, this position is remote and does not require working from the office.
'/%3e%3cpath%20d='M101.744%2012.4726L102.894%2016.1947L99.0021%2013.2201L101.744%2012.4726ZM105.3%208.40937H100.488L99.0026%203.59473L97.5116%208.41047L92.7%208.40385L96.5965%2011.3834L95.1055%2016.1942L99.0021%2013.2196L101.408%2011.3834L105.3%208.40992V8.40937Z'%20fill='white'/%3e%3cdefs%3e%3clinearGradient%20id='paint0_linear_5593_1381'%20x1='90'%20y1='9.44471'%20x2='99'%20y2='9.44471'%20gradientUnits='userSpaceOnUse'%3e%3cstop%20stop-color='%2300AD70'/%3e%3cstop%20offset='0.998594'%20stop-color='%2300B67A'/%3e%3cstop%20offset='1'%20stop-color='%23DCDCE6'/%3e%3c/linearGradient%3e%3c/defs%3e%3c/svg%3e){kind=small}
