• Develop, lead and execute the sales strategy for the West region, ensuring alignment with company objectives and market trends.
• Build, inspire, and manage a high-performing team of Strategic Account Executives. Provide mentorship, foster a positive culture, and drive team accountability to achieve and exceed sales targets.
• Own and deliver on revenue targets for the West Region, identifying growth opportunities within existing accounts and developing strategies to win new enterprise customers.
• Own and measure the growth by Increasing renewal rates, reduce churn and expand our revenue in accounts through cross-sell and up-sell using advocacy and higher product adoption.
• Drive operational rigor for territory mapping, account planning, opportunity/pipeline management and quarterly business reviews. Lead by example by using our sales methodology and processes effectively that enable accurate forecasting of opportunities.
• Cultivate and maintain executive-level relationships with key customers to drive satisfaction, adoption, expansion and retention. Act as an escalation point for complex negotiations and customer needs.
• Work closely with Marketing, Product, and Customer Success teams to ensure consistent messaging, product alignment, and customer satisfaction across all touchpoints.
• Stay informed on industry trends, competitive landscape, and customer challenges to inform and adapt the regional sales strategy.
• Implement and continuously improve processes, leveraging data and technology to drive operational efficiency and scalability within the region.

Required Qualifications

• 10+ years of enterprise sales experience with 5+ years of leadership experience with a track record of success in enterprise sales within the software/SaaS industry.Â
• Demonstrated success in building, managing, and developing high-performing sales teams in a fast-paced, high-growth environment.
• Strong executive presence and presentation skills to effectively lead and manage a sales team. Very comfortable in the “C” suite with a track record of closing seven and eight figure software licensing deals.
• Proven success attracting, hiring,and retaining a world class sales team which includes setting clear objectives, providing guidance and support, mentoring and developing team members while fostering a high-performance sales culture.
• Proven Experience with MEDDPICC and value-based selling.
• Strong analytical and forecasting skills with a data-driven approach to decision-making and problem-solving.
• Must be willing and able to travel up to 50%

Preferred Qualifications

• Second line leadership experience is a plus.
• Experience with Challenger selling is a plus.
• Exceptional ability to work collaboratively across departments and foster a culture of teamwork and high performance.

WHAT JFROG CAN OFFER…

• At JFrog, base salary is only one component of our compensation package.
• This position has a base salary range between $225,000 to $250,000.  Base salary will be based on your skills, qualifications, experience and location.
• Additionally, this role may be eligible for discretionary bonuses or commission payments.
• This position also includes an equity package of restricted stock units (RSU).  In addition, JFrog employees are eligible to participate in our Employee Stock Purchase Plan.
• JFrog provides employees comprehensive benefits including medical, dental, vision, retirement, wellness and much more!
• JFrog embraces hybrid work: 3 days in office / 2 days remote.

JFrog is an Equal Employment Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, creed, religion, sex, sexual orientation, national origin or nationality, ancestry, age, disability, gender identity or expression, marital status or any other category protected by law.