Senior Contract Negotiator 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.

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.

• This leadership role involves leading and motivating a small global team of attorneys and requires extensive collaboration across various teams, including product, engineering, marketing, and HR offices. As a deep subject-matter expert in the JFrog platform, the role entails building close connections with the product team through effective communication and collaboration.
• Assess risks and aid in the operationalization of new and updated products, features, platforms, and initiatives to provide practical legal risk mitigation strategies globally in relation to AI, privacy, and other legal aspects.
• Manage data governance processes, including data mapping, DPIAs, model evaluations, and vendor risk assessments. Develop and maintain data use policies and notices that support and promote compliance with laws and regulations.
• Maintain and evolve a Privacy Program, and develop, enable, and integrate data privacy-related policies into JFrog’s business processes (e.g., Global Privacy Notice and Employee Notice) that meet global requirements and comply with emerging legislation.
• Provide privacy and AI subject matter expertise to the legal team and business partners as they negotiate a variety of agreements with customers, partners, and vendors. As needed, negotiate data protection-related contract terms in sales, procurement, and other agreements.
• Collaborate with the security and other teams on incident preparedness, investigation, communication, and remediation, including acting as one of the main points of contact on incidents involving potential data disclosure.
• Collaborate with cross-company teams such as GRC, P&E, sales, procurement, security, and marketing on audits, certifications, data protection, and AI inquiries.
• Monitor and advise on legislative and regulatory proposals on issues like AI risk management, privacy, data transparency, and more to build robust governance and compliance practices.

• The ideal candidate will have a technology background, legal expertise in product management, privacy, and cybersecurity true fluency in the legal and practical components of data protection as applied to the product lifecycle gleaned from considerable experience at a SaaS company.
• 10+ years of significant experience in an enterprise SaaS or software company, including 5+ years of experience in managing a team of legal professionals.
• Experience in advising and influencing senior management on AI risks and building an AI compliance and governance program is preferred.
• Strong knowledge of GDPR, ePrivacy Directive, CCPA, CPRA, and familiarity with other local and global privacy laws. CIPP, CIPM preferred.
• Experience counseling a wide range of business partners on legal issues with proven ability to exercise sound and pragmatic legal and business judgment and to assess and communicate risks in a clear and actionable fashion.
• A strong sense of self-motivation and the ability to manage multiple projects and responsibilities and thrive in a fast-paced and evolving environment.
• A team player attitude with demonstrated ability to work collaboratively with, and gain the confidence of, cross-functional colleagues.
• Must be a member in good standing of an applicable state bar.

• At JFrog, base salary is only one component of our compensation package.
• This position has a base salary range between $300,000 to $340,000. 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.

• Be a trusted advisor to Sales leadership and the team, collaborating on pricing and commercial terms for non-standard transactions.
• Collaborate with Sales leadership and Account Executives to develop pricing strategies, dynamic Excel models, and terms as part of the proposal-building process for Strategic Accounts.
• Be a subject matter expert on sales and revenue compliance policies and advise Account Executives on alternative compliant contract options.
• Partner with the Revenue, Finance, Legal, and Sales Ops teams to review or address revenue recognition concerns, finance and billing issues, special terms, and pricing for non-standard deals.
• Own day-to-day quote management and pricing approvals, ensuring compliance with sales and business approval policies.
• Perform analysis on all non-standard and discounted deals in each territory.
• Present analyses of deals to decision-makers in a clear and concise fashion that enables them to make quick and informed decisions.
• Act as a point of escalation for deal-related matters.
• Serve as a gatekeeper to senior management by reviewing requests before they are escalated.
• Facilitate the sales approval and standardized quote generation processes, ensuring compliance with sales approval policies.
• Outline approver roles and responsibilities, approval routing, and workflow design to simplify exception alerting and communication processes.
• Create and maintain a hierarchy of special terms for use in non-standard deals.
• Develop robust and repeatable deal processes, identifying areas for process improvement, automation, and simplification.
• Provide sales training and enablement on quoting, pricing, and processes.
• Support the development of training materials and sales examples and conduct regular contract training sessions to reduce contract variations between similar deals.

• 8+ years of proven success managing a Deal Desk function or another direct sales support role.
• A bachelor's degree in Business, Finance, or a related field; an MBA is preferred.
• Experience with Salesforce, CPQ, and Ironclad CLM.
• A strong understanding of Annual Recurring Revenue (ARR), revenue recognition, and order process principles.
• Experience working with enterprise software sales teams.
• Excellent teamwork and communication skills with all levels of management and cross-functional organizations.
• Strong business acumen, reporting and analytics expertise, troubleshooting, problem-solving, and project management skills.
• Customer-facing experience in developing and explaining deal structures and principles.
• A highly organized, customer-focused, and innovative mindset with strong attention to detail.
• The ability to multitask and prioritize during high-volume periods, with schedule flexibility at the end of the month and quarter.

• At JFrog, base salary is only one component of our compensation package.
• This position has a base salary range between $175,000 to $200,000. 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.

Fast-Frogward Your Career

“For developers who work here, they have everything that they can wish for to learn and develop new things including AI and cyber.”

• Drive the development of clear, defensible positioning and messaging for JFrog’s cutting edge MLOps solutions as part of a unified platform, summarizing multiple messages for multiple personas.
• Plan and execute on programs to establish JFrog as the leader in the software development life cycle (SDLC), including ML and AI technologies.
• Strengthen thought leadership positions and market visibility, making an impact on industry influencers, analysts and prospects.
• Work closely with product marketers, digital marketing, analyst relations and product management teams to create continuous demand and effective lead generation campaigns, event speaking optimization, product positioning and driving business growth.
• Expertly create assets and collateral to highlight the benefit of JFrog ML, including presentations, solutions briefs, case studies, white papers, videos, blogs, sales tools, and webinars.
• Infuse the company with competitive environment understanding and market trends, and ensure the global sales and product teams are prepared to address competitive objections.

If you don’t meet 100% of the requirements below – that’s okay, nobody’s perfect! We believe in hiring people, not just a list of skills. We encourage you to apply if you think this is a role that would make you excited about coming to work every day.

• 6+ years of product marketing experience in global hi-tech companies - technical background or relevant marketing experience in machine learning, AI or data science is a must, DevOps/DevSecOps, SaaS or IT solutions is a plus.
• Experience and expertise in managing people and processes across global teams.
• Expertise in defining buyer personas and use cases that ensure focused campaigns and effective content to strengthen brand awareness and drive quality demand. Machine learning, data science and/or AI technology marketing experience is a must.
• Experience in developing effective sales-facing/sales enablement materials, as well as content for website, campaigns, events, and other marketing activities.
• Ability to work independently, with strong collaboration skills in working with cross-functional, international teams and customers.
• Experience working in fast-paced environments and flexible to work with teams across various time zones.
• Excellent, native-level English written and oral communication skills.
• Bachelor's in business, marketing, computer science or related field (MBA desirable).

Additional job requirements

• Location: Sunnyvale or NYC “swamps”
• In-Swamp Presence: 3 days a week
• Travel Requirements: This job may require light travel
• Embrace and and be a guardian of JFrog’s

• At JFrog, base salary is only one component of our compensation package.
• This position has a base salary range between $215,000 to $230,000. 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.
• A supportive and friendly work culture built on our .

Fast-Frogward Your Career

“For developers who work here, they have everything that they can wish for to learn and develop new things including AI and cyber.”

• Drive the development of clear, defensible positioning and messaging for JFrog’s cutting edge MLOps solutions as part of a unified platform, summarizing multiple messages for multiple personas.
• Plan and execute on programs to establish JFrog as the leader in the software development life cycle (SDLC), including ML and AI technologies.
• Strengthen thought leadership positions and market visibility, making an impact on industry influencers, analysts and prospects.
• Work closely with product marketers, digital marketing, analyst relations and product management teams to create continuous demand and effective lead generation campaigns, event speaking optimization, product positioning and driving business growth.
• Expertly create assets and collateral to highlight the benefit of JFrog ML, including presentations, solutions briefs, case studies, white papers, videos, blogs, sales tools, and webinars.
• Infuse the company with competitive environment understanding and market trends, and ensure the global sales and product teams are prepared to address competitive objections.

If you don’t meet 100% of the requirements below – that’s okay, nobody’s perfect! We believe in hiring people, not just a list of skills. We encourage you to apply if you think this is a role that would make you excited about coming to work every day.

• 6+ years of product marketing experience in global hi-tech companies - technical background or relevant marketing experience in machine learning, AI or data science is a must, DevOps/DevSecOps, SaaS or IT solutions is a plus.
• Experience and expertise in managing people and processes across global teams.
• Expertise in defining buyer personas and use cases that ensure focused campaigns and effective content to strengthen brand awareness and drive quality demand. Machine learning, data science and/or AI technology marketing experience is a must.
• Experience in developing effective sales-facing/sales enablement materials, as well as content for website, campaigns, events, and other marketing activities.
• Ability to work independently, with strong collaboration skills in working with cross-functional, international teams and customers.
• Experience working in fast-paced environments and flexible to work with teams across various time zones.
• Excellent, native-level English written and oral communication skills.
• Bachelor's in business, marketing, computer science or related field (MBA desirable).

Additional job requirements

• Location: Sunnyvale or NYC “swamps”
• In-Swamp Presence: 3 days a week
• Travel Requirements: This job may require light travel
• Embrace and and be a guardian of JFrog’s

• At JFrog, base salary is only one component of our compensation package.
• This position has a base salary range between $215,000 to $230,000. 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.
• A supportive and friendly work culture built on our .