Business Development Representative 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.

• 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.

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

• Champion value selling, driving value assessments with key strategic accounts.
• Partner with the account team, advising and influencing account and deal strategy.
• Advise on building commercial offers and deal structures.

• Lead, build, and deliver compelling business cases that translate technology solutions into tangible business benefits to secure customer funding for JFrog solutions.
• Drive customer engagement through effective communication, discovery focused on uncovering potential customer value, and presentation of business value assessments.
• Collaborate with product and marketing teams to ensure that value propositions focus on how JFrog solves customer problems.
• 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.
• Enable, reinforce, and coach go-to-market teams to operate with a value-driven sales mindset.

• 8+ years of experience in a business consulting or value consulting/engineering role or a similar field.
• A bachelor's degree in Business, Finance, or a related field; an MBA is preferred.
• Excellent customer-facing skills with a knack for credibility, trust, and influence with senior executives and business leaders within target accounts.
• Demonstrated ability to build and deliver persuasive business cases and recommendations to executives.
• Strong research, analytical, and problem-solving skills are critical.
• A self-starter with high energy, attention to detail, and a willingness to win.
• Preference for experience in a technology-focused SaaS sales environment related to DevOps, cybersecurity, or software supply chain solutions.
• A strong understanding of ROI, NPV, and Payback metric calculations and business value selling methodologies.
• A strong understanding of enterprise software and SaaS subscription contracts, commercial structures, and pricing models.

• At JFrog, base salary is only one component of our compensation package.
• This position has a base salary range between $145,000 to $170,000. 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.

As an OD partner, you will design and implement strategic organizational leadership and talent development initiatives across the global company, focusing on North America. You will partner and collaborate with key stakeholders and ensure all programs are aligned with business goals.

• Strengthen the resilience of the Swamp by designing and facilitating relevant, meaningful, and impactful development programs for leaders and managers across all levels of the organization.
• Drive retention and performance by ensuring organization-wide strategies and processes such as engagement surveys, performance management, cultural transformation, and change management are executed in a timely and thoughtful way in North America.
• Collaborate with HR Business Partners to assess, challenge, and coach leaders to reach their full potential.
• Work alongside HR Business Partners and leaders to develop proactive talent management strategies that address talent gaps, skills/leadership development, succession planning, and more.
• Together with the global JFrog's L&D team, drive business results over the long-term by continually innovating and improving JFrog’s adoption of organizational best practices related to culture, change management, team effectiveness, strategy operationalization, organizational design, and organizational diagnosis.

• A bachelor's degree in a related field with 6+ years of experience in organizational development or similar work experience in a global high-tech organization.
• Proven expertise in delivering impactful organizational development strategies based on industry best practices.
• Experience with and a true love for presenting and facilitating leadership development and organizational development programs as well as 1:1 coaching with senior leaders.
• Natural ability to connect authentically and communicate effectively with a diverse set of leaders and frogs at all levels throughout the organization.
• To be proactive, accountable, and passionate about driving results.
• To be skilled in working in a team-based, global, and dynamic environment with multiple stakeholders.

• At JFrog, base salary is only one component of our compensation package.
• This position has a base salary range between $150,000 to $180,000. 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: 4 days in office / 1 day 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) .
• Fluency in Portuguese (written and verbal communication - 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.

• Internalize JFrog's Mission, Vision, and Values to guide all sales activities.
• Generate new business pipeline through outbound prospecting, inbound lead follow-up, and research of potential prospects.
• Build rapport and credibility with prospective customers to foster value-based relationships and drive sales opportunities.
• Conduct discovery meetings and technical sessions that convert into sales-accepted leads, while collaborating with the sales team on next steps.
• Maintain active communication with prospects and sales representatives, attending meetings and managing introductions and follow-ups.
• Track sales data in Salesforce to influence sales reports, forecasts, and overall strategy improvement through metric analysis.
• Collaborate with Marketing on new campaigns and stay updated on JFrog’s competitive positioning through product training.

• 1+ years of sales experience in software or services with a proven track record of success.
• Excellent written and verbal communication skills; English proficiency required.
• Strong listening, presentation skills, and adaptability in a growing sales environment.
• Ability to learn new software quickly with working knowledge of the enterprise software market.
• Experience with cold calling, generating leads, and using prospecting tools like LinkedIn Sales Navigator and ZoomInfo.
• Proficiency in Salesforce, SalesLoft, or similar CRM systems for managing leads and sales data.
• Highly organized with the ability to multitask, prioritize, and manage time efficiently.

• At JFrog, base salary is only one component of our compensation package.
• This position has a base salary range between $55,000 to $85,000. Base salary will be based on your skills, qualifications, experience and location.
• Additionally, this role may be eligible for discretionary bonuses or commission payments.
• JFrog embraces hybrid work: 3 days in office / 2 days remote.
• 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!