Strategic Account Executive

At JFrog, we’re reinventing DevSecOps to help the world’s greatest companies innovate -- and we want you along for the ride. This is a special place with a unique combination of brilliance, spirit and just all-around great people. Here, if you’re willing to do more, your career can take off. And since software plays a central role in everyone’s lives, you’ll be part of an important mission: Helping our customers manage, accelerate and secure their software delivery from code to production - a concept we call “liquid software.” We are a "winning company," recognized for our innovation, culture, and rapid growth Today, JFrog supports over 7,500 customers globally, including 86% of the Fortune 100. We are publicly listed on NASDAQ (FROG). JFrog's Unique Culture Be part of a company guided by our JFrog Codex developed and integrated by the employees: WIN! , Care , Integrity and Fairness , Community & Customer Happiness , Thinking BIG , Everyone Counts Everyone Matters , Innovation , and Team Spirit . These values aren't just words; they shape our daily interactions and our commitment to our customers and each other. The Opportunity We're hiring a Strategic Account Executive for the DACH region. This is a pivotal role focused exclusively on upselling and expanding our footprint within JFrog's 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. As a Strategic Account Executive at JFrog you will drive … 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. As a Strategic Account Executive at JFrog you need… Essential Skills & Experience: 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. Critical Traits & Mindset: Curiosity & Continuous Learning: Stay informed on industry trends, competitive landscapes