Strategic Account Executive

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JFrog

Site WebLinkedInTous les Emplois

1001 - 5000 employés

Fondée en 2008

🏢 Entreprise

☁️ SaaS

🔐 Sécurité

Enterprise • SaaS • Security

JFrog est une plateforme complète de chaîne d'approvisionnement logicielle conçue pour fournir des logiciels de confiance avec rapidité. Elle offre une visibilité, une sécurité et un contrôle de bout en bout pour automatiser la livraison de versions fiables. Les solutions de JFrog réunissent les équipes DevOps, DevSecOps et MLOps en une source unique de vérité, offrant une large gamme d'outils, notamment la gestion universelle des artefacts, la gestion des appareils IoT, et le développement et le déploiement d'IA/ML. Avec des intégrations auprès des principaux acteurs de l'industrie, comme GitHub et NVIDIA, JFrog se concentre sur la simplification des processus de sécurité, de conformité et de migration vers le cloud pour les entreprises. Elle est largement utilisée dans des secteurs tels que les services financiers, la santé, le jeu, et l'automobile.

Description

• 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.

🎯 Exigences

• 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.

🏖️ Avantages

• 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.