Jobs at Jfrog in United States, Sunnyvale

Reporting to the VP HR North America and working hand in hand with our Marketing senior leadership and global HR Centers of Excellence, you’ll have the opportunity to make a strategic impact on the course of the business. Together, you’ll:

• Build trust and drive business results.
• Strengthen the resilience of the organization and culture by driving retention and engagement strategies for our frogs.
• Be a guardian of JFrog’s values, aka the “CODEX”.
• Ensure our frogs have clear goals and are aligned and accountable throughout the organization.
• Develop proactive talent management plans that address talent gaps, skills/leadership development, succession planning, and more.
• Deliver great experiences for our frogs at all stages of their lifecycle from onboarding, working and developing day to day, and managing through change.
• Identify and deliver on the hiring, onboarding, cultural, compensation and development needs of the team.

To be successful, you’ll need to:

• Think like your partners and make their business goals yours.
• Work in alignment with JFrog’s values, the CODEX.
• Connect authentically with our leaders and frogs, cultivating strong relationships and influencing at all levels throughout the organization.
• Communicate and collaborate effectively with a diverse set of frogs.
• Build and inspire enthusiasm, leadership and commitment across the organization in line with our leadership attributes.
• Manage with a sense of calm, confidence and decisiveness in an environment that is fast-paced and dynamic.
• Be proactive, accountable and passionate about driving results.
• Possess 8+ years of HR experience working in a fast-paced, high-tech (preferably software) environment and 5+ years of HRBP experience.

• JFrog offers a competitive compensation and benefits package, of which salary is only one component. This position has a salary range between $160,000 to $200,000, which is based on your skills, qualifications, experience and location.
• You’ll receive a competitive equity package of restricted stock units (RSU) so you can participate in JFrog’s future success and you’ll be eligible to participate in our Employee Stock Purchase Plan.
• On the benefits side, we offer comprehensive medical, dental, and vision coverage, paid parental leave, 401(k) matching, additional retirement savings options, and wellness benefits.
• We believe in the power of being “Better Together” and work from the swamp 4 days a week. Swamp perks include daily catered breakfast & lunch, our beloved Nespresso machines, snacks if you dare, and endless opportunities to have fun in the swamp, thanks to our amazing Employee Experience team.

You will lead the full partnership lifecycle from sourcing and negotiation through launch and performance optimization, and play a critical role in scaling our partner ecosystem.

As a Senior Business Development Manager, Technology Partnerships in JFrog you will...

• Identify and evaluate potential technology partners that align with the company’s product roadmap, go-to-market strategy, and long-term vision.
• Conduct market research and ecosystem analysis to inform partnership strategy and identify new opportunities.
• Lead technical discussions and contract negotiations with prospective partners.
• Structure mutually beneficial roadmaps, including joint solution development, co-marketing, integration, and revenue-sharing models.
• Work closely with Product and Engineering teams to define joint solutions and drive roadmap alignment.
• Collaborate with Sales, Marketing, and Customer Success to develop go-to-market plans, campaigns, enablement materials, and sales plays.
• Act as the primary point of contact for assigned partners, ensuring clear communication, satisfaction, and long-term alignment.
• Facilitate executive-level alignment and regular governance check-ins.
• Define, track, and report on key performance indicators (KPIs) for partnership success using dashboards and analytics tools.
• Continuously optimize partnerships based on results, feedback, and changing market conditions.

• Bachelor’s degree in Business, Marketing, or a related field; MBA or advanced degree preferred.
• 6+ years of experience in business development, strategic alliances, or partner management—ideally in the technology or software industry.
• Proven track record of sourcing, negotiating, and managing complex strategic partnerships that deliver tangible results.
• Deep understanding of cross-functional dynamics in scaling partnerships across Product, Engineering, Marketing, and Sales.
• Strong strategic thinking, analytical, and problem-solving skills.
• Excellent communication, stakeholder management, and interpersonal skills at both operational and executive levels.
• Comfortable working in a fast-paced, high-growth environment with minimal direction.
• Proficiency with CRM systems (e.g., Salesforce), business intelligence tools (e.g., Looker, Tableau), and project management tools (e.g., Asana, Jira).

• At JFrog, base salary is only one component of our compensation package.
• This position has a base salary range between $130,000 to $150,000. Base salary will be based on your skills, qualifications, experience and location.
• 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.

• Develop and execute the sales strategy for the West Region, aligning with JFrog’s corporate goals and market trends.
• Build, mentor, and empower a high-performing team of Growth Account Executives, fostering a culture of success and accountability.
• Own and exceed regional revenue targets by expanding relationships within the existing account base.
• Increase adoption of our platform, identify new use cases, and secure renewals. Experience driving growth initiatives through upselling, cross-selling, and championing customer advocacy is key.
• Establish rigor in territory mapping, account planning, pipeline management, and forecasting to ensure predictable success.
• Act as a trusted advisor to C-level stakeholders, resolving challenges and positioning JFrog as a strategic partner.
• Partner with Marketing, Channels, Product, and Customer Success teams to ensure alignment, consistent messaging, and customer satisfaction.
• Leverage industry insights to refine strategies, address customer challenges, and outpace the competition.

• 10+ years of enterprise sales experience, with 5+ years in leadership roles within the software/SaaS industry. Experience managing second-line leaders is a plus.
• Proven ability to drive six- to seven-figure deals using methodologies like MEDDPICC and value-based selling (Challenger selling is a bonus).
• Adept at attracting, retaining, and developing top-tier talent while fostering a high-performance, inclusive team culture.
• A track record of building high-performing teams and fostering a winning culture in fast-paced, high-growth environments.
• Comfortable engaging and influencing at the executive level, with exceptional negotiation and presentation skills.
• Strong analytical abilities, with expertise in forecasting, performance metrics, and decision-making.
• A natural team player who thrives in a cross-functional environment, driving alignment and achieving shared goals.

• At JFrog, base salary is only one component of our compensation package.
• This position has a base salary range between $160,000 to $180,000. 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.
• This position requires travel up to 50%.

• Develop customer relationships to promote retention and loyalty
• Identify and close new upsell and expansion opportunities with existing customers
• Be responsible for the success and renewals process for your portfolio of customers; analyze usage metrics to understand customers’ use of JFrog’s product (evaluate product adoption)
• Contact customers throughout the lifecycle 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
• 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 5 years of experience, preferably in software subscription sales
• Revenue quota-carrying experience with large enterprise customers is a must
• Experience in managing and owning the full sales cycle from lead to deal closure
• Experience supporting pre-sales cycles; using Salesforce and advanced Microsoft Excel

• At JFrog, base salary is only one component of our compensation package.
• This position has a base salary range between $140,000 to $150,000. 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.
• This position requires travel up to 30%.

• Assess the current MarTech stack and stakeholder landscape across Marketing, Sales Development, and IT.
• Develop and propose a strategic roadmap for a modernized, dynamic, and AI-enabled marketing tech ecosystem.
• Lead the evaluation, selection, and phased implementation of new tools.
• Partner with Marketing Ops and cross-functional stakeholders to drive successful tool adoption.
• Enable teams through training, support, and ongoing optimization.
• Monitor AI system performance, troubleshoot issues and ensure data privacy & compliance.
• Continuously evaluate emerging AI/MarTech trends and technologies to fuel innovation.

• BA/BS degree or equivalent experience.
• 8+ year of experience managing MarTech stacks, ideally in global B2B organizations.
• Deep understanding of modern AI applications within marketing and operations.
• Proven ability to lead cross-functional change in partnership with IT and marketing leadership.
• Strong track record of delivering measurable impact through technology innovation.
• Relentless curiosity and drive to explore, test, and integrate new AI/MarTech tools.
• Strong communication and storytelling skills—able to simplify complex concepts for business users.
• Collaborative, business-enabling mindset; passionate about user adoption and impact.
• Experience working across time zones and international teams (US & Israel preferred).

• At JFrog, base salary is only one component of our compensation package.
• This position has a base salary range between $170,000 to $195,000. Base salary will be based on your skills, qualifications, experience and location.
• 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.

• Engage and qualify inbound leads to generate sales opportunities.
• Research target accounts, identify key stakeholders, and develop relationships with decision-makers.
• Educate prospects on JFrog’s value proposition, solutions, and products.
• Conduct strategic conversations with stakeholders from SMBs to large enterprises.
• Assess prospect needs to ensure alignment with predefined qualification criteria.
• Schedule meetings and demos for the Sales team with qualified prospects.
• Build and maintain a robust sales pipeline to support revenue growth.
• Collaborate with Sales Managers to share insights and facilitate smooth handoffs in meetings.
• Keep Salesforce updated to ensure accurate lead tracking and reporting.

• Proven sales experience with a track record of success (required) .
• SaaS experience in a similar role (highly preferred) .
• Strong research skills with the ability to leverage online tools for account insights (Salesloft, SFDC, ZoomInfo, 6Sense, etc.) .
• A self-starter mindset with the ability to independently manage tasks and drive results.
• Strong time management and pre-call planning skills to maximize efficiency.
• Proficiency with standard corporate productivity tools (email, voicemail, MS Office, Google Docs).
• Exposure to or formal training in MEDDPICC and/or Sandler.
• Excellent communication skills —positive and energetic phone presence, strong listening abilities, and clear, professional writing.
• Enthusiastic about working in a collaborative, high-energy sales team environment.

• At JFrog, base salary is only one component of our compensation package.
• This position has a base salary range between $50,000 to $65,000. 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.

• Provide direct administrative support for renewals and service to Account Executives to ensure ongoing customer satisfaction.
• Perform routine account servicing tasks for a targeted book of business, including renewal processing, quote generation, SF updates, tracking invoicing, and addressing Back Office tasks.
• Own and execute a portfolio of renewal contracts in an assigned territory.
• Manage the renewal process with customers, including renewal quotes and opportunities, collaborating with Customer Success, Finance, Legal, Deal Desk, and Sales teams to ensure contract accuracy.
• Ensure all renewals occur on time.
• Maintain and update Salesforce for the assigned book of business.
• Communicate with customers or their liaisons to ensure proper processing of designated renewals.
• Prepare renewal quotations, invoices, and notifications.
• Act as a bridge between Sales, Finance, and Customer Success.
• Identify growth opportunities by building strong customer relationships and providing insights that enhance future business outcomes.

• A minimum of 4 years of relevant experience.
• Exceptional time management skills, attention to detail, and the ability to prioritize tasks.
• Proven problem-solving skills, with the ability to manage routine account servicing tasks and meet tight deadlines.
• Strong proficiency with MS Office (particularly Excel, Word, and PowerPoint).
• Excellent verbal and written communication skills.

• At JFrog, base salary is only one component of our compensation package.
• This position has a base salary range between $85,000 to $105,000. 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.