Jobs at Jfrog in United Kingdom, London

• Proactively, identify, qualify and close a sales pipeline for new logos
• Cultivate sales through outbound prospecting and inbound SQLs
• Work closely with the XDR team to develop the pipeline for cloud and self-hosted solutions
• Lead the POC process from the SQLs to close won opportunities
• Ability to articulate the business value of complex tech products
• Master in building business champions
• Prepare monthly and quarterly sales pipeline forecasts
• Work with multiple functions such as Legal, Solution Engineering, Finance, Demand Generation to drive deal closure
• Manage a sales pipeline in Salesforce and using prospecting tools such as Sales Navigator, ZoomInfo

• 8+ years’ experience closing B2B SaaS/Software subscriptions in a highly technical environment / technical users
• Proven success in lead generation, prospecting, pipeline generation, negotiation, and closing complex sales cycles
• Experience with managing prospects POC and continue the sales cycle until closure
• Revenue quota-carrying experience is a must

• Collaborate with account executives to understand Customer requirements and develop customized technical solutions.
• Translate business objectives into technical requirements and solution designs.
• Conduct discovery sessions, technical presentations, and product demonstrations for prospective customers in both English and Spanish.
• Conduct compelling Proof of Values (POVs), and product demonstrations to showcase the value and impact of JFrog solutions.
• Support transition from pre-sales to post-sales, ensuring continuity and alignment of expectations.
• Respond to RFPs, RFIs, and technical questionnaires, including those in Spanish-speaking markets.
• Represent JFrog at industry events and conferences, highlighting the transformative potential of JFrog products.
• Influence JFrog’s product roadmap by communicating customer feedback and identifying trends in the DevOps and DevSecOps landscape.
• Stay ahead of industry trends, continuously enhancing your knowledge of emerging technologies in DevOps, cloud infrastructure, and software development.

• 7+ years of experience in technical sales, presales, or sales engineering roles (experience with MEDDPICC is a plus).
• Fluency in English is required, with the ability to conduct business conversations and technical discussions.
• Proven expertise in DevOps tools and methodologies, including Docker, Kubernetes, CI servers, Git, Artifactory, and build tools.
• Strong experience building software pipelines using diverse DevOps tools.
• Hands-on experience with Linux and cloud platforms (AWS, Azure, or GCP) – mandatory.
• Familiarity with software architecture design, scalable product development, and on-premise/cloud hybrid environments.
• Experience delivering POVs and technical demonstrations to diverse stakeholders, from technical teams to business leaders.
• A customer-centric mindset with a "can-do" attitude and a passion for learning and solving complex problems.
• Exceptional communication and presentation skills, capable of translating technical concepts into business value for varied audiences.

**Residency in the Greater London Area is required.

We’re looking for a talented and experienced Technical Success Manager to enable outcome-focused engagements with JFrog customers in UK & I, focusing on three aspects:

• Accelerate adoption of JFrog products and value realization.
• Explore new opportunities of expansion by understanding the scope of customer use cases.
• Enhance customer loyalty.

• Focus on the customer’s continuous interactions with JFrog, the customer’s lifetime value and the associated NPS/CSAT scores
• Assist our customers in creating an adoption/rollout plan to ensure they are confident in successfully socializing and embedding the JFrog Platform
• Provide Service to the JFrog Sales team by focussing on customers’ strategy, and to make sure the JFrog Platform helps customers achieve their goals, enabling the JFrog Sales account manager to be there when customers need them and to get renewals, upsells done on time
• Formulate and deliver projects by collaborating with JFrog customers based on agreed upon timelines
• Work with the Solution engineering and Professional Services teams to ensure all customers complete their projects timely and successfully
• Monitor the customer's health and their perception of the JFrog brand by becoming a Platform Health Expert
• By effectively communicating technical knowledge and operational excellence to customers on best practice and ensuring they maintain a healthy platform
• Be first point of escalation
• Develop full understanding of the JFrog Platform, including:
• The value proposition and sales messaging
• Out of box reporting where needed
• Success journey planning and execution
• Continuous communication and working relationship

• Bachelor’s/Master's Degree in technoalogy or business/management
• 7+ years of professional experience preferably in customer success management, relationship management, delivery management, consulting or enterprise delivery
• 3+ years experience in the software industry preferably in SaaS companies in UK & I
• Ability to effectively liaise with customers and regional teams/leadership
• Ability to effectively present technical presentations
• Flexibility in working hours to accommodate our global presence
• Fluent English – Mandatory (read/write/speak)

**Residency in London is required

We seek a dynamic, analytical, and customer-focused
Senior Value Advisorto join our Sales Organization.

• Champion value selling, driving value assessments with key strategic accounts
• Participate on the account team as a strategic partner, advising and influencing account strategy, deal planning and success plans.
• Support the latter stages of sales cycles with deal engineering, proposal build, and negotiation.
• Work closely with deal strategy and Deal desk to ensure optimum commercial deals.

• Work with Enterprise sales teams to define the commercial strategy; prioritise sales initiatives based on pain points, value creation potential, and customers’ priorities.
• Build and deliver compelling Investment Justifications to secure Customers’ funding for the JFrog Platform.
• Work closely with account teams and customers to identify and analyse key business value drivers.
• Lead, build, and deliver compelling business cases that translate complex technology solutions into tangible business benefits.
• Drive customer engagement through effective communication and presentation of business value propositions.
• Collaborate with product and marketing teams to ensure that value propositions align with market needs.
• Conduct market research to stay abreast of industry trends and competitive insights.
• Create tools and templates for sales and other stakeholders to identify product value.
• Continuously innovate and iterate on JFrog’s value framework including specific value drivers, tools, methodologies, and deliverables.
• Analyse the value and differentiate between self-hosted and SaaS solutions using uptime productivity, TCO, and Business Value.
• Future work will include designing post-ROI measurement techniques for customers' actual benefit realization.
• Enable, reinforce, and coach go-to-market teams to operate with a value-driven sales mindset

• Bachelor's degree in Business, Finance, or related field; MBA is preferred.
• A minimum of 8 years of experience in a business consulting or value consulting/engineering role.
  
• German communication and presentation skill is preferred
• Strong ability to build, quantify insights and communicate recommendations to CxOs
• Strong analytical & problem-solving skills are critical.
• Strong influencing capabilities; must be a self-starter, high-energy
• Proven experience in a technology-focused SaaS sales environment, preferably with DevOps, cybersecurity, or software supply chain solutions.
• Demonstrated ability to build and deliver persuasive business cases.
• Strong understanding of ROI, NPV, and Payback metrics calculations and business value selling methodologies.

• Deliver POCs and Hands-On Support:
• Lead the technical delivery of security-focused POC projects, demonstrating the value and functionality of JFrog’s security solutions.
• Provide hands-on technical assistance to clients, ensuring successful integration and deployment of security features within their existing DevOps workflows.
• Provide project management through the POC process, ensuring timely delivery and alignment with client expectations.
• Technical Expertise and Guidance:
• Act as a subject matter expert in DevSecOps, guiding clients and internal teams on best practices for integrating security into the software development lifecycle.
• Develop and maintain standardization guides and documentation to ensure consistent implementation of security practices across projects.
• Create and maintain a technical best practices repository, including security playbooks and implementation guides for both internal teams and clients.
• Collaboration and Communication:
• Work closely with the sales team to understand client requirements and tailor security solutions to meet their specific needs.
• Collaborate with product management, R&D, and marketing teams to ensure alignment and support for JFrog’s security solutions.
• Strategize with Customer Success to ensure smooth customer onboarding
• Gather and consolidate product feedback from clients and share insights with the product development team to drive continuous improvement.
• Training and Enablement:
• Provide training sessions and workshops for clients and internal teams to enhance their understanding of JFrog’s security solutions and best practices in DevSecOps.
• Develop and deliver enablement programs and materials, including a skills matrix, to ensure customers and partners are proficient in using JFrog's security features.
• Create and maintain a demo repository to facilitate effective demonstrations and training.
• Market Research and Awareness:
• Stay current with the latest security trends, vulnerabilities, and compliance requirements to provide up-to-date advice and solutions.
• Conduct market research to identify emerging security threats and opportunities, and communicate findings to the broader team.
• Technical Sales Plays and Repeatable Processes:
• Develop and document repeatable technical sales plays to streamline the sales process and enhance the efficiency of the technical sales team.
• Ensure that these sales plays are integrated into the training and enablement programs to maintain consistency and effectiveness in client engagements.
• Customer Engagement:
• Cultivate strong relationships with key stakeholders at client organizations, acting as a trusted advisor for their security needs.
• Participate in customer meetings, webinars, and industry events to represent JFrog’s security capabilities and thought leadership.

• Technical Background:
• Minimum of 5 years of experience in security architecture, DevSecOps, or a related field.
• Strong understanding of security principles, compliance standards, and vulnerability management in the context of software development.
• Proficiency in agile development, DevOps principles, and familiarity with CI/CD practices and cloud infrastructure.
• Proficiency with DevOps tools such as CI servers, SCM, Artifactory, Jenkins, Maven, Chef/Ansible, Docker, Gradle, npm, and Kubernetes.
• Familiarity with data center architectures, including networking, storage, compute, management, monitoring, backup, high availability, disaster recovery, and security, is a plus.
• Experience in technical sales of hybrid solutions (On-prem & SaaS) is advantageous.
• Experience with DevSecOps tools such as Snyk, Sonatype, Blackduck, and others is highly desirable.
• Hands-On Skills:
• Proven ability to deliver technical solutions and POCs, with a focus on hands-on implementation and troubleshooting.
• Experience with cloud infrastructure and services, including networking, storage, compute, and security.
• Soft Skills:
• Strong organizational, planning, and execution skills, with the ability to manage multiple projects with shifting priorities.
• Excellent communication and interpersonal skills, with the ability to explain complex security concepts to technical and non-technical audiences.
• Education:
• Bachelor’s Degree or higher in Computer Science, Engineering, or a related field is preferred.

• Deliver POCs and Hands-On Support:
• Lead the technical delivery of security-focused POC projects, demonstrating the value and functionality of JFrog’s security solutions.
• Provide hands-on technical assistance to clients, ensuring successful integration and deployment of security features within their existing DevOps workflows.
• Provide project management through the POC process, ensuring timely delivery and alignment with client expectations.
• Technical Expertise and Guidance:
• Act as a subject matter expert in DevSecOps, guiding clients and internal teams on best practices for integrating security into the software development lifecycle.
• Develop and maintain standardization guides and documentation to ensure consistent implementation of security practices across projects.
• Create and maintain a technical best practices repository, including security playbooks and implementation guides for both internal teams and clients.
• Collaboration and Communication:
• Work closely with the sales team to understand client requirements and tailor security solutions to meet their specific needs.
• Collaborate with product management, R&D, and marketing teams to ensure alignment and support for JFrog’s security solutions.
• Strategize with Customer Success to ensure smooth customer onboarding
• Gather and consolidate product feedback from clients and share insights with the product development team to drive continuous improvement.
• Training and Enablement:
• Provide training sessions and workshops for clients and internal teams to enhance their understanding of JFrog’s security solutions and best practices in DevSecOps.
• Develop and deliver enablement programs and materials, including a skills matrix, to ensure customers and partners are proficient in using JFrog's security features.
• Create and maintain a demo repository to facilitate effective demonstrations and training.
• Market Research and Awareness:
• Stay current with the latest security trends, vulnerabilities, and compliance requirements to provide up-to-date advice and solutions.
• Conduct market research to identify emerging security threats and opportunities, and communicate findings to the broader team.
• Technical Sales Plays and Repeatable Processes:
• Develop and document repeatable technical sales plays to streamline the sales process and enhance the efficiency of the technical sales team.
• Ensure that these sales plays are integrated into the training and enablement programs to maintain consistency and effectiveness in client engagements.
• Customer Engagement:
• Cultivate strong relationships with key stakeholders at client organizations, acting as a trusted advisor for their security needs.
• Participate in customer meetings, webinars, and industry events to represent JFrog’s security capabilities and thought leadership.

• Technical Background:
• Minimum of 5 years of experience in security architecture, DevSecOps, or a related field.
• Strong understanding of security principles, compliance standards, and vulnerability management in the context of software development.
• Proficiency in agile development, DevOps principles, and familiarity with CI/CD practices and cloud infrastructure.
• Proficiency with DevOps tools such as CI servers, SCM, Artifactory, Jenkins, Maven, Chef/Ansible, Docker, Gradle, npm, and Kubernetes.
• Familiarity with data center architectures, including networking, storage, compute, management, monitoring, backup, high availability, disaster recovery, and security, is a plus.
• Experience in technical sales of hybrid solutions (On-prem & SaaS) is advantageous.
• Experience with DevSecOps tools such as Snyk, Sonatype, Blackduck, and others is highly desirable.
• Hands-On Skills:
• Proven ability to deliver technical solutions and POCs, with a focus on hands-on implementation and troubleshooting.
• Experience with cloud infrastructure and services, including networking, storage, compute, and security.
• Soft Skills:
• Strong organizational, planning, and execution skills, with the ability to manage multiple projects with shifting priorities.
• Excellent communication and interpersonal skills, with the ability to explain complex security concepts to technical and non-technical audiences.
• Education:
• Bachelor’s Degree or higher in Computer Science, Engineering, or a related field is preferred.

• Develop customer relationships to promote retention and loyalty
• Identify & close new up-sell and expansion opportunities with existing customers
• Responsible for success and renewals process for a portfolio of customers; analyze usage metrics to understand customers’ usage of JFrog’s product (evaluate product adoption)
• Contact customers throughout the life cycle and prior to renewal to discuss metrics and identify obstacles to renewals;
• Partner with Finance, and Legal in negotiating, structuring and quoting renewal contracts for the highest possible renewal rates
• Maintain long-term account health and relationships
• Evaluate renewal probabilities
• Work with customers to ensure satisfaction; support pre-sales cycles
• Use Salesforce, JIRA, Confluence, and Advanced Microsoft Excel for projects
• Drive product adoption, share best practices and implement growth and optimization strategies for maximum value and success within the customer base;
• Escalate at-risk customers appropriately
• Document communications and transactions in Salesforce to ensure accurate renewal forecasting and analyses
• Make sure to keep customers updated on best practices, product features, new releases, and upgrades

• Bachelor’s degree or foreign equivalent in Business Administration, Finance, Economics, or Computer Engineering
• Minimum 15 years of experience preferably in Software subscription sales
• Revenue quota carrying experience with large enterprise customers is a must
• Experience in closing 7 digits deals within your
• Experience in managing & owning the full sale cycle from lead to closing the deal
• Experience includes supporting pre-sales cycles; using Salesforce and Advanced Microsoft Excel
• Experience in working with Large Strategic accounts within the Nordics region - Advantage