Business Development Representative, ANZ

About the role

You will be the first point of contact for new business prospects and expose them to JFrog products and value proposition. In this role, you will navigate complex business environments and uncover and translate needs into business opportunities. You will research and evaluate prospect accounts prior to engagement to ensure alignment with target segments. Every day you will interact with prospects through direct phone calls, emails, and social media to build relationships. You will generate new business pipeline through outbound prospecting activities and inbound lead follow-up with precision. You will maintain sales data through Salesforce that will influence monthly and quarterly sales reports, pipelines, and forecasts. You will collaborate with sales and marketing to build a sales strategy for generating new prospects and accelerating growth. If you thrive in a dynamic environment and want to make an impact in the world of software, this role defines your daily ownership.

Key facts

What you'll do

• Serve as the initial business contact and present JFrog offerings to prospective accounts while articulating the value proposition.
• Conduct in-depth research and evaluate prospect accounts to identify business needs and map decision-makers within complex environments.
• Generate new business opportunities through proactive outbound prospecting via phone calls, emails, and social channels.
• Follow up on inbound leads promptly and manage the full pipeline from first touch to qualified opportunity.
• Maintain accurate sales activities and pipeline data in Salesforce to support forecasting and monthly/quarterly sales reports.
• Collaborate with Sales and Marketing teams to design and refine strategies that continuously generate high-quality prospects.
• Navigate multi-threaded buying committees and influence stakeholders across technical and executive levels.
• Translate customer requirements into tailored narratives that highlight how JFrog solves DevSecOps and AI/ML challenges for top enterprises.
• Contribute to a fast-paced, growth-driven culture by consistently hitting targets and iterating based on market feedback.
• Work closely with internal teams to ensure alignment between marketing campaigns and outbound execution.

Requirements

• Hold a BA/BS degree or possess equivalent practical experience that demonstrates professional readiness.
• Bring 2+ years of B2B or B2D SaaS BDR experience with a proven track record of success in similar roles.
• Must have experience selling deep-tech products to technical roles, as this capability is preferred strongly.
• Demonstrate experience in prospecting, calling, and emailing to generate new leads consistently.
• Show strong communication and interpersonal skills in both written and verbal formats.
• Be self-sufficient and motivated by individual achievements while thriving in team-oriented settings.
• Exhibit high levels of organization with the ability to multitask, prioritize, and manage time efficiently in a demanding environment.
• Have working knowledge of Salesforce and usage of sales automation tools such as Salesloft or Outreach.
• Possess excellent spoken and written English to engage with enterprise customers and stakeholders effectively.
• Be able to relocate to Sydney or hold rights to work in the Australian market without sponsorship.

Nice to have

• Preferred experience in selling deep-tech products to technical roles within enterprise or high-growth environments.
• Familiarity with DevSecOps and AI/ML solution selling and the associated buyer challenges.
• Understanding of software supply chain concepts and the role of automation in delivery workflows.
• Experience working with global enterprises such as Amazon, Google, and Netflix in a B2B context.
• Knowledge of the JFrog platform or similar software supply chain solutions.

Practical notes

• This role is based in Sydney and requires availability during standard business hours.
• Travel may be required within the ANZ region as part of role expectations.
• No visa sponsorship is available for this position.
• Candidates must meet all eligibility and hard requirements as outlined in the job description.
• Apply only if your background aligns with the specified criteria and daily responsibilities.