Strategic Account Executive

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JFrog

SiteLinkedInTodas as Vagas

1001 - 5000 funcionários

Fundada em 2008

🏢 Corporativo

☁️ SaaS

🔐 Segurança

Enterprise • SaaS • Security

JFrog é uma plataforma abrangente de cadeia de suprimentos de software projetada para entregar software confiável com agilidade. Ela fornece visibilidade, segurança e controle completos para automatizar a entrega de versões confiáveis. As soluções da JFrog reúnem as equipes de DevOps, DevSecOps e MLOps em uma única fonte de verdade, oferecendo uma ampla gama de ferramentas, incluindo gerenciamento universal de artefatos, gerenciamento de dispositivos IoT e desenvolvimento e implantação de IA/ML. Com integrações com grandes players do setor, como GitHub e NVIDIA, a JFrog foca em simplificar processos de segurança, conformidade e migração para a nuvem para empresas. É amplamente utilizada por setores como serviços financeiros, saúde, jogos e automotivo.

Descrição

• 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.

🎯 Requisitos

• 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. • Business-level German fluency (written and spoken) is required, in addition to English, to build rapport and trust effectively. • Deep understanding of the DACH business culture, including its emphasis on formality, punctuality, and the long-term investment required for trust-building. • Familiarity with regulations like GDPR, DORA, NIS2 and AI Act, with the ability to confidently explain compliance measures to prospects is a huge benefit. • A "proof-oriented" sales strategy, leveraging data, ROI analyses, and customer success stories to address the DACH region's cautious and risk-averse approach to new technologies.

🏖️ Benefícios

• Uncapped Compensation: A competitive base salary complemented by a robust commission structure, with accelerators for exceeding quota and incentives for multi-year contracts and recurring revenue. • Comprehensive Benefits & Work-Life Balance: • Monthly wellbeing allowances • RSU Equity • Generous Paid Time Off (vacation, public holidays, personal/compassion days) and paid parental leave • Remote work and flexible schedules to support work-life balance • Career Growth & Professional Development: • Access to dedicated learning and development funds for external training, certifications, and conferences. • Structured mentorship programs and clear career progression paths • Opportunities for internal career mobility within a fast-growing global company. • Investment in cutting-edge sales tools and engaging projects that challenge and inspire. • Regular feedback and recognition programs to celebrate your achievements.