Strategic Account Executive

Responsibilities

The Strategic Account Executive will proactively identify and close upsell and cross-sell opportunities within a portfolio of large enterprise accounts in the DACH region. They will also cultivate long-term relationships with key decision-makers and collaborate with cross-functional teams to ensure strategic alignment and value delivery.

Requirements

Candidates must have over 3 years of experience exceeding quotas in complex B2B SaaS sales and possess C2 level proficiency in German. A strong technical aptitude and familiarity with regulatory frameworks like GDPR, DORA, and NIS2 are also required.

Skills

• B2B SaaS sales
• Account planning
• MEDDPICC
• Challenger sales
• Relationship management
• Strategic account expansion
• Upselling
• Cross-selling
• Consultative selling
• Technical credibility
• German language
• GDPR
• DORA
• NIS2
• AI Act
• ROI analysis

Benefits

• Uncapped earnings
• Commission structure
• Equity
• RSU grants
• Learning and development funds
• Mentorship

About this role

Residency in Germany is required. Currently, this position is remote and does not require working from the office. #LI-Remote
At JFrog, we’re reinventing DevSecOps to help the world’s greatest companies innovate securely-- recognized by Gartner as a Leader in the Software Supply Chain Security. JFrog supports over 7,500 customers globally, including 86% of the Fortune 100. We are publicly listed on NASDAQ (FROG). . 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. 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.
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 - brand names, you are likely familiar with. Your success will be measured by your ability to deepen partnerships and grow revenue streams within our valued customer base, specifically growing the SaaS and Security ARR.
As a Strategic Account Executive at JFrog you will…
Strategic Account Expansion: Proactively identify, develop, and close upsell and cross-sell opportunities within a defined portfolio of large enterprise accounts. This includes Account Planning and prioritization of opportunities using Methodologies like MEDDPICC and Challenger Sales.
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.
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.
To be a Strategic Account Executive at JFrog you need…
Essential Skills & Experience:
Proven Performer: A consistent history of exceeding quotas over 3+ years in complex B2B SaaS sales, closing high-value deals within major enterprise accounts.A master of the existing customer base.
Consultative Seller: The ability to act as a trusted advisor, understanding your customers’ business initiatives and translating them into the individual business value of the JFrog platform and demonstrating, together with Solution Engineering, those values on a technical level.
Technically Credible: A strong aptitude for technology that allows you to engage confidently with both technical and business leaders.
DACH Market Specifics for Success:
Excellent command of the German language (C2 level or equivalent, written and spoken) is required, alongside English.
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 data-driven, proof-focused sales strategy leveraging ROI analyses and proven customer success storiesץ
Why JFrog?
We invest in our people. Here is what we offer to help you thrive:
Compensation & Equity
Uncapped Earnings: Competitive base with a robust commission structure, accelerators, and incentives for recurring revenue/multi-year contracts.
Equity: RSU grants.
Growth & Development
Learning: Dedicated L&D funds for external training, certifications, and conferences.
Career Path: Mentorship, clear progression
Support: Cutting-edge sales tools, engaging projects, and recognition.

About JFrog

Software Development · 1,001-5,000 employees · headquartered in Sunnyvale, CA · founded 2008