Account Executive, Security Sales

JFrog is reinventing DevOps to help companies innovate, and they are seeking a strategic Account Executive in Security Sales. In this role, you will expand JFrog’s security footprint within prestigious accounts by managing long-term sales cycles and translating technical capabilities into business value for executives.

Responsibilities:

• Develop and execute a comprehensive territory plan focused on identifying and expanding security offerings within our existing enterprise customer base
• Lead high-stakes sales cycles (6–12 months) involving diverse stakeholders, from technical evaluators to 'C-suite' decision-makers
• Conduct deep discovery sessions to map JFrog’s platform capabilities to specific client business outcomes and ROI requirements
• Partner cross-functionally with Sales Engineers, Legal, and Security teams to navigate complex RFPs, technical validations, and security audits
• Manage rigorous sales forecasting within Salesforce, ensuring high data integrity and predictability for executive leadership
• Lead commercial negotiations and contract discussions to secure multi-year, six-figure (or larger) Annual Contract Value (ACV) deals

Requirements:

• 5+ years of experience selling B2B SaaS solutions into large, complex organizations with a proven history of quota over-performance
• Expert-level prospecting skills with a track record of building influential relationships with executive-level 'champions.'
• Technical fluency in cloud integrations, security compliance, and data privacy to lead credible discussions with CIOs and CISOs
• Proficiency in modern sales frameworks such as MEDDIC, Challenger, or Command of the Message
• Strong financial acumen to build compelling business cases and 'Total Cost of Ownership' (TCO) models that justify enterprise investment
• A 'team captain' mentality, effectively leveraging internal resources to accelerate deal velocity and overcome complex roadblocks