דרושים Business Value Consultant Majors ב-Jfrog ב-United States, Atlanta

• 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 $120,000 to $140,000. 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%.

• 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.

• 5+ years of experience in business consulting or value consulting/engineering roles, or a similar field.
• 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.
• 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.
• Strong understanding of ROI, NPV, and Payback metrics calculations and business value selling methodologies.
• 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 $140,000 to $155,000. 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.

you will be responsible for generating new business opportunities, engaging with enterprise decision-makers, and building a robust pipeline that fuels our expansion tonew logos.

• Develop and execute targeted outreach strategies—including events, email campaigns, and personalized prospecting—to identify and engage potential customers.
• Research accounts, identify key decision-makers, and build detailed account plans.
• Manage the entire sales cycle from lead qualification to contract negotiation and closure.
• Engage with C-level executives and senior decision-makers, acting as a trusted advisor.
• Deliver compelling, value-based presentations and business cases that demonstrate the strategic impact of JFrog’s solutions.
• Develop strategic sales strategies with your fellow BDR and SDR Frogs.

• A minimum of 7 years in an enterprise sales role with a focus on closing complex B2B SaaS deals.
• A proven track record of acquiring new logos and building relationships with executive-level stakeholders.
• Exceptional communication, presentation, and negotiation skills.
• Expertise in leveraging CRM tools (preferably Salesforce) for pipeline management and reporting, as well as tools like Gong, ZoomInfo, Sales Navigator, and Salesloft.
• Strong analytical skills and the ability to translate technical product benefits into tangible business outcomes.
• Experience managing large, complex sales transactions with Fortune 500 companies.
• A bachelor’s degree or equivalent professional experience.

• At JFrog, base salary is only one component of our compensation package.
• This position has a base salary range between $110,000 to $125,000. 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 does require travel.