• Develop and execute a comprehensive territory plan focused on identifying and expanding security offerings within our existing enterprise customer base. • Lead high-stakes sales cycles (6–12 months) involving diverse stakeholders, from technical evaluators to "C-suite" decision-makers. • Conduct deep discovery sessions to map JFrog’s platform capabilities to specific client business outcomes and ROI requirements. • Partner cross-functionally with Sales Engineers, Legal, and Security teams to navigate complex RFPs, technical validations, and security audits. • Manage rigorous sales forecasting within Salesforce, ensuring high data integrity and predictability for executive leadership. • Lead commercial negotiations and contract discussions to secure multi-year, six-figure (or larger) Annual Contract Value (ACV) deals.

• Engage customers on security-related products, architectures, and risk topics across the Veeam Data Platform (VDP) • Run readiness checks and lead data modeling to validate solution design and accelerate decisions • Monitor attack surfaces and vulnerabilities (including DRMM scoring), track telemetry or recurring inspection signals, report trends, and capture potential health checks • Validate designs to de-risk adoption and accelerate time to value • Identify and articulate expansion opportunities; review consumption trends and schedule checkpoint reviews (with or without AE coordination) • Engage CISO/CIO stakeholders for risk, status, and opportunity discussions; synthesize inputs from account health and CSE-led QBRs • Support AEs on security- and AI-driven expansion motions; influence roadmap priorities with CSE counterparts • Operate as a pooled resource covering Enterprise and Commercial-Named accounts (generally $100K+ ARR), typically at a 1 Security Success Engineer to 6–8 CSE coverage ratio

• Define and drive security architecture across applications, services, and infrastructure. • Partner with engineering teams to design and implement secure software systems, focusing on backend and data security. • Conduct threat modeling, risk assessments, and security reviews for new and existing products. • Develop and enforce secure coding practices, frameworks, and review processes. • Collaborate with DevOps on cloud and container security, CI/CD hardening, and access controls. • Evaluate and integrate security tools for code scanning, vulnerability management, and incident response. • Guide and mentor engineers on best practices for secure application development. • Stay ahead of emerging security trends, compliance standards, and attack vectors — particularly in fintech and blockchain domains.

• Support security automation and Identity & Access Management (IAM) initiatives • Implement Identity & Access Management (IAM) solutions • Develop automation for disparate security and IT tools using Python, Bash, and other technologies • Plan and execute mitigation strategies for known and emerging security threats • Ensure consistent application of security measures across business applications and infrastructure • Conduct security monitoring, SIEM analysis, and reporting • Ensure adherence to security frameworks (e.g., NIST CSF, CJIS, IRS 1075, CMS MARS-E)