Director, Global Deal Desk

About the role

Architecting the Future of Software Delivery

At JFrog, we are redefining how the world's most innovative companies build and release software. Our mission is to empower these organizations to move with unprecedented speed and security, a promise encapsulated in our concept of "liquid software." This vision is trusted by thousands of customers, including a vast majority of the Fortune 100, to manage, accelerate, and secure every step from initial code to final production. Joining us means becoming part of a mission-critical effort that shapes the digital landscape. If you are driven by impact and thrive in a environment of brilliance, this opportunity is your path.

We are seeking a visionary and collaborative leader to join our Revenue Operations team in our Sunnyvale or Atlanta hubs. This role is central to our commercial engine, responsible for transforming the entire journey an opportunity takes from initial intake to final execution. By embedding AI-driven automation directly into our global deal desk, you will eliminate bottlenecks and empower our teams to deliver "Liquid Software" at unprecedented velocity. Your leadership will scale the operational and financial infrastructure that powers our global innovation.

Leading the Commercial Transformation

In this Director, Global Deal Desk role, you will be the architect of seamless commercial execution. You will design and manage workflows that ensure every deal flows efficiently from quote to cash. Your focus on intelligent automation will remove friction at every touchpoint, enabling our organization to close deals faster and with greater confidence. You are responsible for building a high-performance engine that delivers strategic value.

Your leadership will be instrumental in several critical initiatives. You will scale a global Deal Desk organization by mentoring regional leaders and instilling a culture of technical and commercial excellence. You will transform the Quote-to-Cash journey by implementing machine learning models that accelerate deal velocity and proactively risk-score non-standard terms. You will modernize discounting guardrails and pricing frameworks to drive profitable growth while protecting industry-leading margin profiles.

You will orchestrate cross-functional change management, aligning Sales, Finance, Legal, and Product teams on new commercial policies to ensure seamless adoption. A key part of your duty involves optimizing revenue capture by governing complex, non-standard contracts and ensuring strict alignment with global financial compliance standards. You will use advanced CPQ tools and AI to drive operational throughput, significantly reducing cycle times for a vast portfolio of Fortune 100 clients.

Your Core Qualifications

To excel in this role, you must bring a deep and proven background in high-stakes commercial environments. A minimum of 10 years of professional experience is essential, specifically within Deal Desk, Finance, Sales Operations, or Legal functions in the enterprise SaaS sector. You must have a documented history of leading and scaling global teams within the fast-paced context of a public company.

Your expertise must be comprehensive. You need master-level experience with enterprise SaaS sales cycles, intricate contract negotiation, and complex revenue recognition under ASC 606. Proficiency with Salesforce CPQ is non-negotiable, and you must possess comprehensive knowledge of subscription billing and enterprise ERP platforms. A hands-on ability to use AI and machine learning frameworks to drive operational efficiency and automation is a core requirement.

A Bachelor's degree in Finance, Business, or a related discipline is mandatory; a Master's degree or equivalent experience is strongly preferred.

What We Provide

Your compensation will reflect the scope and impact of this role. Base salary for this position ranges from $240,000 to $275,000, determined by your specific skills, qualifications, and location. This package may also include discretionary bonuses or commission payments, along with a restricted stock unit (RSU) equity grant. JFrog employees are also eligible to participate in our Employee Stock Purchase Plan.

The total rewards package extends beyond salary. You will receive comprehensive benefits, including medical, dental, vision, retirement planning, and wellness programs. JFrog embraces a hybrid work model, offering 3 days in the office and 2 days remote to support a balanced and productive lifestyle.

JFrog is an Equal Employment Opportunity employer. We are committed to providing equal consideration for all qualified applicants, regardless of race, color, creed, religion, sex, sexual orientation, national origin, ancestry, age, disability, gender identity, or expression.

What you'll do

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