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JFrog Senior Deal Desk Manager Strategic United States, California, Sunnyvale 705129899
27.03.2025
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As a Senior Deal Desk Manager, Strategic in JFrog you will...
- 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.
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