Sales

US Enterprise Sales Director

Software touches every aspect of our lives: from how we bank, socialize, shop and learn, to how we entertain, obtain healthcare services, use transportation and much more.  All of the world’s software needs to be developed, updated and maintained seamlessly. This is where JFrog comes in; with software development and DevOps tooling that powers the world’s digital transformation.

JFrog is on a mission to enable continuous software updates through Liquid Software, empowering developers to code high-quality applications that securely flow to end-users without interruption. JFrog is the creator of Artifactory, the heart of the JFrog Platform - a hybrid, universal, end-to-end DevOps solution available as open-source, self-hosted and as a SaaS subscription. More than 5,800 customers, including 75% of the Fortune 100, trust JFrog to manage their software binaries and accelerate their secure software delivery from code-to-production.

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 Enterprise Sales, you will be responsible for the overall satisfaction, retention and revenue growth of our existing subscription customers. You will also be accountable for the leadership and mentoring of a team of Enterprise Account Managers (EAM) 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
    • Develop new and incremental pipeline
    • Engage and lead marketing and demand generation campaigns
    • Drive new business growth through greater advocacy and reference-ability
  • Manage Team Activities
    • Onboarding
    • Training
    • Renewals
    • Growth 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 Enterprise Sales Team
    • Attract high potential individual contributors into team
    • Create rapid onboarding 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
  • 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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