Strategic Account Executive

About the Role and Company

JFrog is transforming DevSecOps and helping leading global enterprises innovate securely, recognized as a Gartner leader in Software Supply Chain Security. Supporting over 7,500 customers worldwide, including 86% of the Fortune 100, JFrog is publicly traded on NASDAQ under the symbol FROG. Software is integral to modern life, and this role contributes to managing, accelerating, and securing software delivery from development to production. JFrog's culture centers around core values such as Winning mentality, Care, Integrity, Community focus, Innovation, and Team Spirit, which shape daily interactions and the commitment to customers and colleagues.

Responsibilities

• Drive strategic expansion by proactively identifying and closing upselling and cross-selling opportunities within a set portfolio of large enterprise accounts in the DACH region.
• Utilize account planning and prioritization frameworks including MEDDPICC and Challenger Sales methodologies to optimize growth.
• Build and maintain strong long-term relationships with key stakeholders across all organizational levels, including C-suite executives, within existing clients.
• Collaborate closely with internal teams such as Channel Partners, Customer Success, Solution Engineering, Product, Marketing, and Legal to ensure alignment and continuous delivery of value to customers.

Requirements

• Proven track record of consistently exceeding sales targets in complex B2B SaaS environments, with over 3 years closing high-value deals within significant enterprise accounts, particularly focusing on existing customer relationships.
• Consultative selling skills enabling you to serve as a trusted advisor by understanding customer business drivers and translating those needs into JFrog platform value propositions, supported by technical demonstrations alongside Solution Engineering.
• Strong technical acumen that facilitates credible engagement with both technical teams and business executives.
• Excellent proficiency in German (C2 level or equivalent) and English language skills, both spoken and written.
• Awareness of regulatory frameworks such as GDPR, DORA, NIS2, and the AI Act, with the ability to clearly communicate compliance aspects to potential customers.
• Capability to apply a data-driven, evidence-based sales strategy leveraging return on investment analyses and successful customer case studies.
• Residency in Germany is mandatory for this position.

Benefits

• Competitive compensation package including a base salary plus an uncapped commission structure, accelerators, and incentives tied to recurring revenue and multi-year contracts.
• Equity participation through Restricted Stock Unit (RSU) grants.
• Investment in personal growth with dedicated learning and development funds for certifications, external training sessions, and conference attendance.
• Clear career progression paths supported by mentorship programs.
• Access to state-of-the-art sales tools, engaging projects, and recognition programs to support your professional success.

Additional Information

This role is currently fully remote with no requirements for office attendance. German residency is a prerequisite.