Strategic Account Executive

ABOUT THE ROLE We're seeking a Strategic Account Executive to join JFrog's team in the DACH region. As a key member of our sales team, you will be responsible for upselling and expanding our footprint within our largest existing enterprise customers across Germany, Austria, and Switzerland. Your success will be measured by your ability to deepen partnerships and grow revenue streams within our valued customer base. WHAT YOU'LL DO As a Strategic Account Executive at JFrog, you will drive the following key initiatives: - Strategic Account Expansion: Proactively identify, develop, and close upsell and cross-sell opportunities within a defined portfolio of large enterprise accounts. - Relationship Management: Cultivate and nurture strong, long-term relationships with key decision-makers and influencers at all levels, including C-suite executives, within your existing client base. - Consultative Solution Selling: Act as a trusted advisor, deeply understanding client pain points, evolving needs, and strategic objectives. Tailor and articulate how JFrog's solutions provide quantifiable business value, de-risking existing operations and enhancing their software delivery pipelines. - Full Sales Cycle Management: Own the entire sales cycle for high-value expansion deals, from opportunity identification and qualification to complex negotiation and closing. - Business Planning & Forecasting: Develop and execute comprehensive account plans aligned with customer priorities and JFrog's strategic goals. Maintain a robust pipeline, accurately forecast sales activities, and report performance using Salesforce. - Cross-Functional Collaboration: Partner closely with internal teams including Channel, Customer Success, Solution Engineering, Product, Marketing, and Legal to ensure seamless customer enablement, strategic alignment, and continuous value delivery. WHAT YOU'LL NEED To succeed in this role, you will need: - Proven Performer: A consistent history of exceeding quotas over 7+ years in complex B2B SaaS sales, closing high-value deals within major enterprise accounts. - Expert Account Grower: A master of the existing customer base, able to strategically grow a portfolio through sophisticated upselling and cross-selling techniques. - Consultative Seller: The ability to act as a trusted advisor, leading compelling product demos and articulating the business value of a technical platform. - Deal Commander: Full ownership of the sales cycle, from meticulous pipeline management and forecasting to expert negotiation and closing. - Technically Credible: A strong aptitude for technology that allows you to engage confidently with both technical and business leaders. - Methodology Driven: Deep, practical application of MEDDPICC is required. Knowledge of Force Management and Powermapping is a strong plus. WHY REMOTE As a remote employee, you will have the flexibility to work from anywhere and be part of a company that values innovation, culture, and rapid growth. JFrog is a publicly listed company on NASDAQ (FROG) and supports over 7,500 customers globally, including 86% of the Fortune 100. BENEFITS - Competitive salary and bonus structure - Comprehensive benefits package, including health, dental, and vision insurance - 401(k) matching program - Flexible work arrangements, including remote work options - Opportunities for professional growth and development - Collaborative and dynamic work environment