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About JFrog
JFrog is revolutionizing DevSecOps to enable top companies worldwide to innovate securely. Recognized by Gartner as a Leader in Software Supply Chain Security, JFrog serves over 7,500 customers globally, including 86% of the Fortune 100. As a publicly traded company on NASDAQ (FROG), JFrog is committed to managing, accelerating, and safeguarding software delivery from code development to production. Our corporate culture is guided by values embedded in our JFrog Codex: Winning mindset, Care, Integrity and Fairness, Community and Customer Happiness, Thinking BIG, Inclusion, Innovation, and Team Spirit — all of which foster a strong commitment to our customers and each other.
Role Overview
We are seeking a Strategic Account Executive focused on the DACH region (Germany, Austria, Switzerland). This key position centers on deepening existing customer relationships and expanding our footprint by upselling within our largest enterprise accounts. Success will be measured by the ability to grow revenue streams, particularly in SaaS and Security Annual Recurring Revenue (ARR).
Key Responsibilities
- Identify and pursue upsell and cross-sell possibilities within a defined portfolio of major accounts, applying strategic account planning and methodologies such as MEDDPICC and Challenger Sales.
- Build and maintain durable relationships with key stakeholders and decision-makers at all organizational levels, including C-suite executives.
- Collaborate with Channel, Customer Success, Solution Engineering, Product, Marketing, and Legal teams to ensure effective customer enablement and alignment.
Required Qualifications and Experience
- Minimum of 3 years consistently exceeding sales targets in complex B2B SaaS environments, with experience closing substantial enterprise deals.
- Proven consultative selling skills, acting as a trusted advisor who understands customer business strategies and translating them into value delivered by the JFrog platform alongside technical teams.
- Strong technical aptitude to engage credibly with both business and technical leaders.
Additional Requirements for DACH Market
- Fluent German language proficiency (C2 or equivalent, both spoken and written) alongside English.
- Knowledge of regulations such as GDPR, DORA, NIS2, and AI Act, with the capability to confidently articulate relevant compliance practices to prospects.
- Proficiency in data-driven sales approaches leveraging ROI analyses and customer success evidence.
Residency and Work Arrangement
Applicants must reside in Germany. The role is currently fully remote and does not mandate office attendance.
Compensation and Benefits
- Attractive compensation package with an uncapped earning potential, combining a competitive base salary and a robust commission plan including accelerators and incentives for recurring revenue and long-term contracts.
- Equity participation through Restricted Stock Unit (RSU) grants.
- Investment in professional development with dedicated learning and development funds for external courses, certifications, and conferences.
- Clear career advancement opportunities complemented by mentorship and recognition.
- Access to cutting-edge sales tools and involvement in meaningful projects.