Role Description We're hiring a Strategic Account Executive for the DACH region. This is a pivotal role focused exclusively on upselling and expanding our footprint within JFrog's largest existing enterprise customers across Germany, Austria, and Switzerland - brand names you are likely familiar with. Your success will be measured by your ability to deepen partnerships and grow revenue streams within our valued customer base, specifically growing the SaaS and Security ARR. - Strategic Account Expansion: Proactively identify, develop, and close upsell and cross-sell opportunities within a defined portfolio of large enterprise accounts. This includes Account Planning and prioritization of opportunities using methodologies like MEDDPICC and Challenger Sales. - Relationship Management: Cultivate and nurture strong, long-term relationships with key decision-makers and influencers at all levels, including C-suite executives, within your existing client base. - Cross-Functional Collaboration: Partner closely with internal teams including Channel, Customer Success, Solution Engineering, Product, Marketing, and Legal to ensure seamless customer enablement, strategic alignment, and continuous value delivery. Qualifications - Proven Performer: A consistent history of exceeding quotas over 3+ years in complex B2B SaaS sales, closing high-value deals within major enterprise accounts. A master of the existing customer base. - Consultative Seller: The ability to act as a trusted advisor, understanding your customers’ business initiatives and translating them into the individual business value of the JFrog platform and demonstrating, together with Solution Engineering, those values on a technical level. - Technically Credible: A strong aptitude for technology that allows you to engage confidently with both technical and business leaders. - DACH Market Specifics for Success: Excellent command of the German language (C2 level or equivalent, written and spoken) is required, alongside English. Familiarity with regulations like GDPR, DORA, NIS2, and AI Act, with the ability to confidently explain compliance measures to prospects is a huge benefit. A data-driven, proof-focused sales strategy leveraging ROI analyses and proven customer success stories. Benefits - Compensation & Equity: Uncapped Earnings: Competitive base with a robust commission structure, accelerators, and incentives for recurring revenue/multi-year contracts. Equity: RSU grants. - Growth & Development: Learning: Dedicated L&D funds for external training, certifications, and conferences. Career Path: Mentorship, clear progression. Support: Cutting-edge sales tools, engaging projects, and recognition.

• Manage the full sales cycle from qualified lead to closed customer. • Deliver compelling product demonstrations tailored to customer needs. • Generate new opportunities through outbound prospecting alongside SDR-generated pipeline. • Build and maintain an accurate sales pipeline in HubSpot. • Become a trusted advisor to prospective customers. • Consistently exceed revenue and sales targets.

Role Description We’re looking for a highly motivated Sales Executive to own the entire sales journey, from the moment a prospect expresses interest to becoming a long-term customer. Our Growth team generates demand and qualifies opportunities. Your responsibility begins when a prospect responds positively and wants to learn more about our services. From there, you’ll take full ownership of the relationship by: - Chasing the lead - Leading discovery calls - Understanding business challenges - Presenting solutions - Negotiating commercial terms - Closing deals - Managing customer relationships to drive long-term growth This is not a role for someone who waits for instructions or follows rigid playbooks. We’re looking for someone who thinks independently, solves problems creatively, and is obsessed with turning opportunities into revenue. Qualifications - 2 to 5 years of B2B sales experience - Based in the United States - Experience selling one or more of the following: - AI workflows - AI agents - Business process automation - Custom software development - AI consulting services - Automation consulting - Digital transformation solutions - Strong consultative selling and discovery skills - Excellent communication, presentation, and negotiation abilities - Ability to build trust with technical and business stakeholders - Highly organized with strong pipeline management skills - Self-driven, resourceful, and comfortable working with minimal supervision - Comfortable using modern sales tools and CRM platforms Requirements - Experience selling AI-powered solutions or automation services to mid-market or enterprise businesses (preferred) - Familiarity with technologies and platforms such as OpenAI, Anthropic, n8n, Make, Zapier, Microsoft Copilot, or similar AI and automation ecosystems (preferred) - Experience managing customer relationships after the initial sale, including renewals and account growth (preferred) - Previous experience working in a startup or fast-paced environment (preferred) Benefits - Market-competitive salary – rewarding your contributions fairly - Global team experience – collaborate with talented professionals worldwide - Join us and be part of an innovative, fast-growing company where your work makes a real impact!

Role Description We're looking for an ambitious Account Executive to drive new business across our North American market. Based remotely in Vancouver, you'll primarily target organisations in California, while also supporting opportunities across Ohio, Pennsylvania, Indiana, and Colorado in the US, and British Columbia, Alberta, and Ontario in Canada. Working closely with our SDR and Marketing teams, you'll manage the full sales cycle, from discovery and product demonstrations through to negotiation and closing, while also generating your own pipeline through outbound prospecting. What You'll Do - Manage the full sales cycle from qualified lead to closed customer. - Deliver compelling product demonstrations tailored to customer needs. - Generate new opportunities through outbound prospecting alongside SDR-generated pipeline. - Build and maintain an accurate sales pipeline in HubSpot. - Become a trusted advisor to prospective customers. - Consistently exceed revenue and sales targets. Who You'll Sell To You'll focus on organisations with 5–50 staff, including: - Non-medical Home Care providers - HCBS Waiver providers - IDD and Disability Service providers - Supported Living providers - Adult Day and Respite providers Our customers are looking for simple, modern software that helps manage scheduling, EVV, authorisations, and billing, without the complexity of a clinical EMR. Benefits - Competitive salary + uncapped commission. - Realistic Targets. - Fully remote role based in British Columbia. - Join one of Australia's fastest-growing SaaS companies as we scale across North America. - Sell a market-leading product with strong customer advocacy. - Work with an experienced, collaborative and high-performing team. Qualifications - 3+ years in a full-cycle SMB B2B SaaS Account Executive role. - Proven success exceeding new business sales targets. - Strong discovery, presentation and closing skills. - Experience managing complex sales opportunities. - Excellent communication and relationship-building skills. - Experience using HubSpot or a similar CRM. - Self-motivated and comfortable working remotely. - Experience in Heathtech, HRtech, Edtech, CRMtech highly regarded.