Develop and execute a comprehensive territory plan focused on identifying and expanding security offerings within our existing enterprise customer base.
Lead high-stakes sales cycles (6–12 months) involving diverse stakeholders, from technical evaluators to "C-suite" decision-makers.
Conduct deep discovery sessions to map JFrog’s platform capabilities to specific client business outcomes and ROI requirements.
Partner cross-functionally with Sales Engineers, Legal, and Security teams to navigate complex RFPs, technical validations, and security audits.
Manage rigorous sales forecasting within Salesforce, ensuring high data integrity and predictability for executive leadership.
Lead commercial negotiations and contract discussions to secure multi-year, six-figure (or larger) Annual Contract Value (ACV) deals.

Requirements

5+ years of experience selling B2B SaaS solutions into large, complex organizations with a proven history of quota over-performance.
Expert-level prospecting skills with a track record of building influential relationships with executive-level "champions."
Technical fluency in cloud integrations, security compliance, and data privacy to lead credible discussions with CIOs and CISOs.
Proficiency in modern sales frameworks such as MEDDIC, Challenger, or Command of the Message.
Strong financial acumen to build compelling business cases and "Total Cost of Ownership" (TCO) models that justify enterprise investment.
A "team captain" mentality, effectively leveraging internal resources to accelerate deal velocity and overcome complex roadblocks.

Benefits

Base salary is one component of our compensation package.
This position has a base salary range between $175,000 to $190,000.
This role may be eligible for discretionary bonuses or commission payments.
This position includes an equity package of restricted stock units (RSU).
JFrog provides employees comprehensive benefits including medical, dental, vision, retirement, wellness and much more!

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard skills

B2B SaaS salescloud integrationssecurity compliancedata privacysales forecastingcontract negotiationsTotal Cost of Ownership (TCO)MEDDICChallengerCommand of the Message

Soft skills

prospectingrelationship buildingfinancial acumenteam leadershipcross-functional collaborationnegotiationcommunicationproblem-solvinginfluencingstrategic planning