דרושים Account Manager Mid Market ב-Jfrog ב-United States, Georgia, Atlanta

As a Senior Manager of Customer Success in JFrog, you will...

• Lead, staff and grow JFrog’s America East Customer Success team located on-site in the Atlanta, GA
• Manage day-to-day operations and provide support and direction to the Technical Success Managers
• Provide leadership through coaching, feedback, development goals, and performance management.
• Have advanced knowledge of SaaS, CI/CD, DevOps, as well as problem-solving techniques to enhance the team's capabilities and day-to-day operational efficiency.
• Mentor team leaders and team members with regards to the customer journey and driving customer happiness and help the team adopt and establish value in the JFrog products and platform.
• Be able to handle escalations with R&D and DevOps teams.
• Work with the internal teams like Account teams, Product, Solution Engineering, Training, and external customer stakeholders to formulate/maintain a Success Plan outlining how JFrog addresses their immediate and future needs (with success metrics).
• Refine and implement the methods, procedures, tools, and policies to ensure high-quality service is delivered to customers
• Well-versed in using case management systems and CRM’s (e.g., SFDC / JIRA) and strong analytical and organizational skills, with the ability to understand and review the financial return or ROI on the customer’s investment
• Maintain a deep understanding of our product and roadmap, so you can guide customers to success so you can help drive up their Adoption Score, and ensure a high level of technical knowledge is maintained within the Customer Success Team.
• Establish and manage communication channels within and among departments. Act as the liaison to provide customer feedback to the Senior Management Team.
• Understand the customer’s industry trends, business challenges with the JFrog platform, and current and potential use cases for JFrog customers and develop and nurture JFrog champions within your customer’s organization who advocate for the platform based on their positive experience.
• Engage customers’ senior decision makers to understand their evolving strategy and shaping Success Planning informed by these goals, and serve as the ‘voice of the customer’ and provide internal feedback on how we can better serve them to maximize customer value and retention.

To be a Senior Manager of Customer Success in JFrog you need...

• Excellent management and leadership and able to gain the respect of a high-performing Customer Success team.
• 7+ years of experience with Customer Success Managers, Technical Account Managers, Solution Engineers for an Enterprise software company.
• At least 4 years in directly managing a technical or success team - hiring, performance issues, team motivation, attrition management, mentoring, career progressions, etc.
• Experience with DevOps, CI/CD, and software deployment processes.
• Experience with supporting products with impact on business/productivity.
• Experience with supporting international enterprise customers.
• Excellent analytical and problem-solving skills.
• Customer orientation and excellent interpersonal skills.
• Excellent English verbal and written communication skills.
• To work weekends and holidays (on occasion).

• At JFrog, base salary is only one component of our compensation package.
• This position has a base salary range between $165,000 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 with comprehensive benefits including medical, dental, vision, retirement, wellness, and much more!

• 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%.

• Own the customer journey driving customer happiness and helping the customer adopt and establish value in the JFrog products and platform
• Work with the internal teams like Sales, Product, Solution Engineering, Training, and external customer stakeholders to formulate/maintain a Success Plan outlining how JFrog addresses their immediate and future needs (with success metrics)
• Well-versed in using case management systems and CRMs (e.g., SFDC / JIRA) and strong analytical and organizational skills, with the ability to understand and review the financial return or ROI on the customer’s investment
• Maintain a deep understanding of our product and roadmap, so you can guide customers to success and help drive up the customer Adoption Score
• Establish and manage communication channels within and among departments. Act as the liaison to provide customer feedback to the Senior Management Team
• Schedule, prepare, and deliver Business Reviews for customers, with the top priority of proving ROI that leads to renewals, expansion, and adoption
• Own and drive customer adoption and usage for the JFrog customers and help Increase customer adoption of key platform features and best practices to maximize ROI, ensuring the basis for retention, satisfaction, and growth
• Understand the customer’s industry trends, business challenges with the JFrog platform, and current and potential use cases for JFrog customers and develop and nurture JFrog champions within your customer’s organization who advocate for the platform based on their positive experience
• Engage customers’ senior decision makers to understand their evolving strategy and shaping Success Planning informed by these goals, serve as the ‘voice of the customer’, and provide internal feedback on how we can better serve them to maximize customer value and retention
• Partner with the JFrog Account Team (Account Executives, Sales Engineers, Support Engineers, etc.) to ensure that customers renew and expand usage and monitor customer user trends and health to recommend to internal teams risk mitigation actions (Product, Support, Services, etc.)
• Act as a technical advisor for the customer and assist with architecture designing and best practices for strategic customers
• Train the open-source community and JFrog customers
• Keep current with the latest technology trends related to building engineering and the landscape of CI/CD Technology
• Create effective communication channels with key customers
• Be the single source of truth when it comes to customers you are managing

• Customer-facing experience - including crisis management, priority management inbound, and outbound
• BS or equivalent in Computer Science or Computer Engineering plus 4+ years of experience as a Customer Success Manager or Technical Account Manager for an Enterprise software company
• Experience with supporting products with impact on business/productivity
• Experience with supporting international enterprise customers
• Excellent analytical and problem-solving skills
• Customer orientation and excellent interpersonal skills
• Excellent English verbal and written communication skills
• To work weekends and holidays (on occasion)
• 2+ years of experience with Java or another programming language (RubyPython/ Groovy/ GO – a plus)
• Deep understanding of working with dockerized applications (K8s - a plus)
• Experience with Continuous Deployment and Delivery tools: Chef, Puppet, Ansible -> a plus
• Experience with Software Architecture design and product development -> a plus
• Experience with Continuous Integration tools: CI Server, VCS, Artifactory, Jenkins, Ant, Hudson, Maven, Chef, Docker, Gradle, NPM -> a big plus
• An uncompromising desire to learn

WHAT JFROG CAN OFFER…

• At JFrog, base salary is only one component of our compensation package.
• This position has a base salary range between $125,000 to $140,000. Base salary will be based on your skills, qualifications, experience, and location.
• 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 with comprehensive benefits including medical, dental, vision, retirement, wellness, and much more!

• 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 deal analyses to decision-makers in a clear and concise fashion that enables quick and informed decision-making.
• 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.

• 5+ years of proven success managing a Deal Desk function or other 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 strategic 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 $135,000 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.

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 .

• 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.

• Minimum of 2 years of related experience.
• Exceptional time management skills, attention to detail, and the ability to prioritize effectively.
• Proven problem-solving abilities, especially in managing routine account servicing tasks and tight deadlines.
• Strong proficiency in 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 $84,000 to $94,500. 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.

• 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.