Strategic Account Executive

This is a fully remote position, open to applicants in Germany.

📋 Description

• Strategic Account Growth: Actively seek out, develop, and finalize upselling and cross-selling opportunities within a designated portfolio of large enterprise accounts.

• Relationship Building: Foster and maintain strong, enduring relationships with key decision-makers and influencers across all levels, including C-suite executives, within your current client base.

• Consultative Solution Selling: Serve as a trusted advisor by thoroughly understanding client challenges, evolving requirements, and strategic goals. Customize and communicate how JFrog's solutions deliver measurable business value, mitigating risks in current operations and improving their software delivery processes.

• Comprehensive Sales Cycle Management: Take full responsibility for the entire sales cycle for high-value expansion deals, from opportunity identification and qualification to intricate negotiations and closing.

• Business Planning & Forecasting: Create and implement detailed account plans that align with customer priorities and JFrog's strategic objectives. Maintain a strong sales pipeline, accurately forecast sales activities, and report performance metrics using Salesforce.

• Collaborative Cross-Functional Engagement: Work closely with internal teams, including Channel, Customer Success, Solution Engineering, Product, Marketing, and Legal, to ensure smooth customer enablement, strategic alignment, and ongoing value delivery.

⛳️ Requirements

• Proven Track Record: A solid history of surpassing quotas for over 7 years in complex B2B SaaS sales, successfully closing high-value deals within significant enterprise accounts.

• Master Account Manager: An expert in strategically expanding an existing customer portfolio through advanced upselling and cross-selling strategies.

• Consultative Sales Expertise: The capability to function as a trusted advisor, leading impactful product demonstrations and clearly conveying the business value of a technical platform.

• Deal Ownership: Complete responsibility for the sales cycle, including meticulous pipeline management, forecasting, expert negotiation, and closing.

• Technical Proficiency: A strong understanding of technology that enables confident engagement with both technical and business leaders.

• Methodology Focused: A deep, practical application of MEDDPICC is essential. Familiarity with Force Management and Powermapping is highly advantageous.

• Fluency in German: Proficiency in business-level German (both written and spoken) is required, alongside English, to effectively build rapport and trust.

• Cultural Acumen: A thorough understanding of the DACH business culture, emphasizing formality, punctuality, and the long-term investment needed for trust-building.

• Regulatory Familiarity: Awareness of regulations such as GDPR, DORA, NIS2, and the AI Act, with the capability to confidently explain compliance measures to prospects is a significant advantage.

• Data-Driven Sales Strategy: A "proof-oriented" sales approach that utilizes data, ROI analyses, and customer success stories to cater to the DACH region's cautious and risk-averse stance towards new technologies.

🏝️ Benefits

• Uncapped Compensation: A competitive base salary augmented by a strong commission structure, with accelerators for exceeding quotas and incentives for multi-year contracts and recurring revenue.

• Comprehensive Benefits & Work-Life Balance:

• Monthly wellbeing allowances

• RSU Equity

• Generous Paid Time Off (including vacation, public holidays, personal/compassion days) and paid parental leave

• Remote work options and flexible schedules to promote 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 opportunities

• Internal career mobility opportunities within a rapidly growing global company.

• Investment in state-of-the-art sales tools and engaging projects that challenge and motivate.

• Regular feedback and recognition initiatives to celebrate your successes.