Strategic Account Executive

About JFrog

JFrog is a global leader in DevSecOps, dedicated to enabling leading companies to innovate securely. Recognized by Gartner for Software Supply Chain Security, JFrog serves over 7,500 customers worldwide, including 86% of the Fortune 100. As a publicly traded NASDAQ company, JFrog is on a mission to help customers manage, accelerate, and secure software delivery from code to production. The company culture is driven by core values such as WIN!, Care, Integrity and Fairness, Community & Customer Happiness, Thinking BIG, Everyone Counts, Everyone Matters, Innovation, and Team Spirit, which truly influence daily operations and client commitment.

Role Overview

We seek a Strategic Account Executive dedicated to the DACH region. This role involves focusing exclusively on upselling and expanding JFrog’s presence within its largest existing enterprise customers in Germany, Austria, and Switzerland. Success in the position is defined by enhancing partnerships and growing revenue streams, particularly increasing SaaS and Security Annual Recurring Revenue (ARR).

Key Responsibilities

• Develop and close upsell and cross-sell opportunities in a portfolio of major enterprise accounts through strategic account expansion, using methodologies like MEDDPICC and Challenger Sales.
• Build and maintain strong, long-lasting relationships with key stakeholders including C-level executives across the existing customer base.
• Collaborate across functions such as Channel, Customer Success, Solution Engineering, Product, Marketing, and Legal departments to ensure aligned customer enablement and continuous value delivery.

Qualifications and Experience

• Demonstrated success over at least 3 years exceeding quotas in complex B2B SaaS sales, particularly with significant enterprise-level deals, and a deep understanding of managing an existing customer portfolio.
• Consultative selling approach, able to act as a trusted advisor by understanding the customers’ business goals and translating those into JFrog platform benefits, supported by technical demonstrations alongside Solution Engineering.
• Strong technical aptitude that enables credible interactions with both technical and business leaders.

DACH Market Specific Requirements

• Fluency in German at C2 level (written and spoken) is mandatory, along with proficiency in English.
• Knowledge of regulations including GDPR, DORA, NIS2, and AI Act, and capability to clearly discuss compliance with prospects is advantageous.
• Data-driven sales methodology with emphasis on ROI analysis and use of proven customer success stories.

Why Join JFrog?

JFrog prioritizes investment in its people by offering a comprehensive compensation and growth package focused on rewarding performance and career development.

• Competitive compensation with no cap on earnings, including base salary, commission, accelerators, and bonuses for recurring revenue or multi-year contracts.
• Equity participation through restricted stock unit (RSU) grants.
• Opportunity for professional development through learning and development funds covering external training, certifications, and conferences.
• Clear career advancement pathways supported by mentorship and leadership guidance.
• Access to advanced sales tools, challenging projects and recognition programs.

Additional Information

Applicants must be residents of Germany. This position is fully remote and does not require working from an office location.