• Make a high volume of outbound calls (up to 100 per day) to mid-tier cannabis licensees, focusing on warm leads. • Use Salesforce to track, document, and follow up on leads. • Qualify leads and assess their potential for conversion. • Conduct high-level demos and deliver positioning statements using a predefined talk track. • Handle objections effectively and push clients toward further engagement, such as webinars or meetings with specialists. • Collaborate closely with the Growth and Customer Success teams, ensuring seamless handoffs and consistent follow-up. • Participate in role-playing and objection-handling training sessions to refine sales techniques. • Use templated emails and scripts provided, ensuring consistent communication across all channels. • May perform other additional duties and responsibilities as assigned.

Fast-Frogward Your Career to Years From Now Be part of a team where your work directly shapes the way the world’s top companies build and secure their software. At JFrog, as a Senior SDR Manager, you’ll play a key role in bringing our industry-leading solutions to market, helping customers like Amazon, Google, and Netflix solve their most pressing DevSecOps and AI/ML challenges. Every day offers new opportunities to collaborate, strategize, and innovate in a fast-paced, growth-driven culture. If you thrive in a dynamic environment and want to make an impact in the world of software, JFrog is the place for you. We are looking for an experienced manager, coach, and leader at heart who loves building and enabling successful Sales Development teams through clear vision, structure, processes, and flawless execution to lead JFrog’s sales development team in APAC. What you’ll be doing as a Senior SDR Manager: - Lead the inbound & outbound sales development team as a first-line manager to turn leads into opportunities and over-achieve our monthly, quarterly, and yearly targets (SQLs, Pipeline, ARR) - Hire, train, and mentor reps on outreach tactics, time management, objection handling, prospecting tactics, upselling, and active listening skills - Build efficient processes to identify and research target companies - Drive operational excellence through process innovation and creative incentives - Own and maintain ongoing analysis, forecasting, and reporting of the team’s performance and productivity - Partner with a variety of local and global stakeholders to optimize the strategy and execution at all stages of prospect engagement, including segmentation, personalized outreach, handoff process, prospect experience, and pipeline optimization 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. What you bring to the table: - 7+ years of progressive experience in Tech B2B quota-bearing sales roles - 3+ years as a full-time Outbound Sales Development Manager of a team of at least 5 reps, including hiring, onboarding, coaching, and scaling teams in international companies - Experience working in deep-tech companies (Dev-Tech, Cybersecurity preferred) - Experience working with a modern SDR tech stack, including Salesforce, SalesLoft, Gong, LinkedIn Sales Navigator, ZoomInfo, or similar tools - Strong leadership and influencing skills with demonstrated success in leading high-performing and motivated teams in Sales Development or Inside Sales - Strong operational acumen with the ability to leverage data to make business decisions - Experience working cross-functionally with multiple departments (Marketing, Sales, etc.) in scaled organizations (+1000 employees) - Excellent communication and organizational skills, and superb ability to work independently, collaboratively, and cross-culturally, in a demanding environment - A hunter’s mentality and a track record of consistently exceeding quotas About JFrog: JFrog is the only end-to-end software supply chain platform that provides complete visibility, security, and control for automating the delivery of trusted releases from code to production. Our platform enables organizations to manage, secure, and automate their software delivery process, fueling innovation without worry. We empower companies to build and release software faster and more securely than ever before. With over 7,500 customers worldwide, including many Fortune 100 companies, JFrog is at the forefront of global innovation. Join us in shaping the future of software delivery and contributing to solutions that empower some of the world's most influential industries. Here’s what our employees have to say about working at JFrog: - "I wanted to work in a company that takes technology forward." - "Our business is so interesting because it is constantly moving, and we have to adapt new solutions to the challenges that arise from the customers." - "It’s nice to work for a company with a must-have product, not a nice-to-have.” #LI-REMOTE

• Hire, onboard, and develop a high-performing team of SDRs, fostering a culture of accountability, continuous learning, and high engagement. • Set clear goals and performance expectations aligned to pipeline generation, conversion metrics, and meeting targets. • Build and implement scalable outbound and/or inbound sales development playbooks, cadences, processes, and best practices. • Monitor team performance and pipeline health; analyze data to identify trends, challenges, and opportunities for improvement. • Partner closely with sales, marketing, and operations teams to align messaging, ensure smooth lead handoff, and optimize funnel conversion. • Drive consistent execution of prospecting activities, ensuring adherence to quality standards and effective communication with potential customers. • Provide ongoing coaching, feedback, and skill development through regular 1:1s, role plays, call reviews, and team training sessions. • Identify process improvements to increase SDR efficiency, productivity, and operational scalability. • Motivate the team through recognition, incentives, and transparent communication of expectations and results. • Maintain accurate reporting of SDR activity, pipeline creation, and team performance in CRM and engagement tools. • Support career path development and succession planning for SDRs.

• Prospect into target accounts using a combination of email, cold calls, video, and social selling (LinkedIn) • Own the early-stage sales funnel: research, outreach, qualification, and handoff • Engage C-level and senior stakeholders across Ecommerce, CX, Operations, Logistics, and IT • Identify pain points and spark curiosity by communicating clear, relevant value aligned to the prospect's challenges • Collaborate with the Sales and Marketing teams on messaging, campaign ideas, and feedback loops • Maintain accurate records and activity data in Salesforce and other tools • Consistently meet or exceed monthly KPIs (meetings booked, opportunities generated)