Strategic Account Executive

About the role

In this pivotal role, you will be instrumental in enhancing JFrog's footprint among our most vital enterprise clients in the DACH region. Your primary responsibility will be to drive revenue growth by pinpointing and leveraging upsell and cross-sell opportunities, with a strong focus on increasing our SaaS and Security Annual Recurring Revenue (ARR). This position requires a strategic mindset and the ability to forge lasting relationships with key stakeholders.

Key facts

What you'll do

• Formulate and implement comprehensive account strategies for a select group of high-profile enterprise clients.
• Identify and capitalize on new business opportunities within these accounts, with an emphasis on promoting JFrog's SaaS and Security solutions.
• Establish and nurture robust relationships with key decision-makers and executive teams within your assigned client base.
• Collaborate closely with various internal teams, including Customer Success, Solution Engineering, and Product Management, to ensure clients derive maximum value from our offerings.
• Employ proven sales methodologies such as MEDDPICC and Challenger Sales to shape account strategies and manage opportunities effectively.
• Conduct regular business reviews with clients to assess their needs and align JFrog's solutions with their evolving requirements.
• Monitor market trends and competitive landscape to identify potential threats and opportunities for your accounts.
• Provide feedback to the product team based on client interactions to help shape future product development and enhancements.
• Prepare and deliver compelling presentations and proposals that clearly articulate the benefits of JFrog's solutions to stakeholders.
• Negotiate contracts and close deals, ensuring alignment with JFrog's strategic goals and client expectations.
• Maintain accurate records of sales activities and client interactions in the CRM system to track progress and outcomes.
• Act as a mentor to junior sales team members, sharing best practices and insights to foster a high-performing sales culture.

Requirements

• At least 3 years of successful experience in B2B SaaS sales, demonstrating a consistent ability to exceed sales targets within large enterprise accounts.
• Proven capability to act as a trusted advisor, with a deep understanding of client business goals and the ability to communicate the value proposition of JFrog's platform effectively.
• Fluency in German at a C2 level or equivalent, alongside strong proficiency in English, both written and spoken.
• A solid grasp of technology, enabling effective engagement with both technical and business stakeholders.
• Strong analytical skills to assess client needs and tailor solutions accordingly.
• Excellent negotiation and closing skills, with a focus on building long-term partnerships.

Nice to have

• Knowledge of data privacy and security regulations, including GDPR, DORA, NIS2, and the AI Act, and the ability to discuss compliance implications with clients.
• Experience working in a remote team environment and managing client relationships across different time zones.
• Familiarity with DevOps practices and tools, enhancing your ability to connect with technical audiences.

Skills & tools

• Consultative selling techniques
• Strategic account planning
• Proficiency in MEDDPICC methodology
• Experience with Challenger Sales approach
• CRM software proficiency

Practical notes

• Candidates must reside in Germany to be eligible for this position.
• This role is fully remote, offering flexibility in your work environment.
• Compensation includes a competitive base salary, along with uncapped commission opportunities, accelerators, and incentives for securing multi-year contracts.
• Employees are granted Restricted Stock Units (RSUs) as part of their compensation package.
• A budget is allocated for professional growth, which can be utilized for external training, certifications, and attendance at industry conferences.

Join JFrog and be part of a dynamic team that is shaping the future of software development and delivery. If you are a driven sales professional with a passion for technology and a desire to make a significant impact, we would love to hear from you.