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Sales

Cloud Enterprise Sales Director

At JFrog, we have more than 5,000 paying customers, 60,000 installations and millions of developers globally that rely on JFrog’s world-class infrastructure for software management and distribution. Customers include some of the world’s top brands, such as Amazon, Google, MasterCard, Netflix, Barclays, Cisco, Oracle, Adobe, Tesla and VMware. Our passion for high-quality software, unique customer service and phenomenal support is the foundation of our success!

We achieve 95% contract renewal rate among our fortune 500 customers not only because of the brilliant products we create but also because of the unbeatable support and services we provide. Our passion for high-quality software, unique customer service and phenomenal support is the foundation of our success.

As a Director of Cloud Enterprise Sales, you will be responsible for the overall satisfaction, retention and revenue growth of our annual subscription customers. You will also be accountable for the leadership and mentoring of a team of cloud Customer Success Managers (CSM) and New Business Sales Managers, establishing organizational goals and objectives, and monitoring performance, quota attainment and other KPIs according to the plan

Responsibilities:

Drive Customer Success Outcomes

  • Increase renewal rates and reduce churn
  • Expand our revenue in accounts through cross-sell and up-sell
  • Influence future lifetime value through higher product adoption, customer satisfaction and overall health scores
  • Drive Cloud growth through New Business
  • Increase trial conversion
  • Drive new business growth through greater advocacy and reference-ability
  • Develop new and incremental pipeline
  • Engage and lead marketing and demand generation campaigns
  • Manage Team Activities
  • On-boarding
  • Training
  • Renewals
  • New Business pipeline and conversion
  • Cross-sell / Up-sell
  • Advocacy
  • Forecasting and Planning
  • Measure Effectiveness of Team
  • Define operational metrics for team
  • Establish system for tracking metrics
  • Create cadence for review within team
  • Lead World-class Cloud Sales Team
  • Attract high potential individual contributors into team
  • Create rapid on-boarding process for new team members
  • Foster collaboration within team and across customer lifecycle
  • Encourage continuous learning within team

Desired Skills and Experience:

  • At least 5 years of experience in Enterprise software account management at least 3 of which are in a leadership role
  • Experience in managing sale teams including customer success
  • Strong empathy for customers AND passion for driving growth through value add
  • Experience working for a SaaS company ideally in the DevOps space in a customer-facing capacity
  • Experience in SaaS and/or PaaS subscription sales
  • Enthusiastic and creative leader with the ability to inspire others
  • Excellent communication and presentation skills
  • Relevant Bachelor’s degree; preference for computer science or related degrees
  • Strategic thinker, accountable and go-getter

 

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