• Follow up on inbound marketing leads and identify qualified opportunities, providing the right level of information at the right time • Create target prospect lists and penetrate key accounts in collaboration with your Enterprise Account Executive • Prospect into both net-new accounts and existing customers to identify expansion opportunities • Develop a strong partnership with Sales and Marketing team members on strategic sales and account-based approaches • Meet or exceed the assigned quota of calls, emails, and pipeline generation targets • Profile strategic accounts by identifying key stakeholders, researching business requirements, and presenting solutions to initiate the sales cycle • Set meetings for the Sales team when a lead reaches a qualified stage, including both new business and expansion conversations • Nurture new Marketing leads by educating and developing prospects until they are ready to engage with Sales • Strategize and execute multi-touch, account-based campaigns across both new logo and current customer accounts • Drive attendance for webinars and live events, set meetings for conferences, and assist in direct mail execution • Ensure accurate activity tracking and lead qualification in Salesforce throughout the sales cycle

• Conduct targeted research to build and prioritize lists of key accounts and decision-makers using tools such as LinkedIn, ZoomInfo, Salesforce, and other resources • Execute multi-channel outbound strategies to engage and qualify target prospects, generating qualified meetings for Account Executives • Own outbound pipeline generation by strategically prioritizing accounts, managing outreach efforts, and driving consistent pipeline creation • Utilize provided resources, including process guides, scripts, and qualification frameworks, to effectively qualify prospects and convert them into sales-qualified leads (SQLs) • Collaborate closely with Account Executives to ensure high-quality handoff of opportunities and alignment on target accounts and messaging • Maintain accurate and up-to-date records in Salesforce and Gong, ensuring all activities, follow-ups, and prospect details align with team best practices • Share market insights and prospect feedback with Marketing and Sales to continuously improve targeting, messaging, and outbound strategy • Meet and exceed performance metrics, including pipeline generated and qualified meetings set with Account Executives • Support inbound inquiries as needed, with the majority of time focused on proactive, outbound prospecting

• 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