דרושים Account Manager Renewals Specialist ב-Jfrog ב-United States, Sunnyvale

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 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.

• 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.

• 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.”

• Develop clear, defensible positioning and messaging for JFrog Platform security solutions, summarizing multiple messages for different personas.
• Plan programs to establish JFrog as the leader in software development life cycle (SDLC), strengthen thought leadership positions and market visibility, making an impact on industry influencers, analysts and prospects.
• Work closely with the digital team to create continuous demand and effective lead generation campaigns, implementing a full funnel approach that will deliver high performing campaigns and drive business growth.
• Create assets and collateral to highlight the benefit of JFrog, including presentations, solutions briefs, case studies, white papers, videos, blogs, sales tools, and webinars.
• Understand the competitive environment and market trends, and ensure the sales team is 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 experience in DevOps/DevSecOps, application security, IT solutions is a plus.
• Defining buyer personas and use cases that ensure focused campaigns and effective content to strengthen brand awareness and drive quality demand.
• 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: US “swamps” - Sunnyvale highly preferred
• 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 $145,000 to $160,000. 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 .