Deal desk Manager, JFrog
More information about location
Software supply chain platform
Be an early applicant
Software supply chain platform
1001+ employees
Be an early applicant
More information about location
1001+ employees
Company mission
To transform the way enterprises manage and release software updates, with liquid software that flows continuously and automatically from build all the way through to production.
Role
Who you are
- 8 years of proven success managing a Deal Desk function or other direct sales support role
- MBA or Master’s Degree in Finance or Economics
- Experience with Salesforce and CPQ
- Strong understanding of Annual Recurring Revenue (ARR), revenue recognition and order process principles
- Experience working with enterprise software sales teams
- Excellent team player and effective communicator with all levels of management and cross-functional organizations
- Strong business acumen, strong reporting and analytics, troubleshooting, problem-solving, and project management skills
- Customer facing experience developing and explaining deal structures and principles
- Highly organized, customer-focused, innovative and strong attention to detail
- Ability to multitask and prioritize at times of high volume, schedule flexibility during End of Month, End or Quarter
- German Native Speaker- advantage
What the job involves
- We are looking for a trusted advisor to the sales management who works with sales teams on large, complex, and non-standard deals, discounts, contract terms, and commercial structures to get those deals moved along as seamlessly as possible
- This person will act as a primary point of contact for all the departments and key stakeholders involved in the completion of non-standard deals
- Build scalable solutions that help our sales teams and leadership make informed decisions and is essentially helping craft deals that drive our revenue growth
- Be the trusted advisor to the Sales leadership and team, collaborating on pricing and commercial terms for non-standard transactions
- Collaborate with Sales leadership and Account Executives to develop pricing strategies, dynamic Excel models, and terms as part of the proposal building process for Strategic Accounts
- Be a subject matter expert on sales and revenue compliance policies and advise Account Executives on alternative compliant contract options
- Partner with the Revenue, Finance, Legal, Sales Ops teams, to review or address revenue recognition concerns, Finance and billing issues, special terms, and pricing for non-standard deals
- Own day-to-day quote management and pricing approvals, ensuring compliance with sales and business approval policies
- Perform analysis on all nonstandard and discounted deals in each territory
- Present analyses of deals to decision-makers in a clear and concise fashion that enables them to make a quick and informed decision
- Acts as a point of escalation for deal-related matters
- Serve as a gatekeeper to the senior management by reviewing requests before they are escalated
- Facilitate the sales approval and standardized quote generation processes and ensure compliance with sales approval policies
- Outline approver roles and responsibilities, approval routing and workflow design simplify exception alerting and communications processes
- Create and maintain a hierarchy of special terms that could be used in non-standard deals
- Develop robust and repeatable deal processes, identifying process improvement, automation, simplifying
- Provide sales training and enablement of quoting, pricing, and processes
- Support in developing training materials, sales examples and conduct regular contract training sessions – to reduce contract variations between similar deals
Salary benchmarks
Our take
Although people expect their software to be updated continually, unobtrusively and securely, in practice this isn't often the case. JFrog was founded in 2008 with a mission to change the way companies release software updates, providing an automation-first platform for collaborative DevOps.
While there are other collaborative DevOps platforms in the market, such as Docker Hub, Azure DevOps and Kubernetes, JFrog stands out with its use of REST APIs to automate the development pipeline, and its combination of DevOps and DevSecOps (development security) in a single platform. This has helped JFrog grow a client base of thousands of companies, which includes firms such as Dell, Netflix, Facebook and the majority of the Fortune 100.
JFrog has enjoyed rapid growth throughout the wider slowdown in the tech sector. It has been focusing on its security product since its acquisition of IoT security specialists Vdoo in 2021, and this has culminated in strong sales for its recently-released security product. It will continue to focus on developing its product and is on track to achieve its aim of becoming the de-facto standard for update management.
Freddie
Company Specialist at Welcome to the Jungle
Insights
17% employee growth in 12 months
Company
Funding (last 2 of 5 rounds)
Oct 2018
$165m
SERIES D
Jan 2016
$50m
SERIES C
Total funding: $226.5m
Company benefits
- Employee Stock Purchase Plan
- Medical, dental & vision
- Retirement, wellness and much more!
Company values
- Integrity
- Community and customer happiness
- Thinking BIG
- Everyone counts, everyone matters
- Innovation
- Team Spirit
- Open Communication
- Agility
- WIN!
- Care
Company HQ
Sunnyvale, CA
Articles
Leadership
Shlomi Ben Haim
(CEO)Is a member of the Forbes Technology Council. Was previously CEO of AlphaCSP Java Experts and a Major in the Israeli Air Force.
Yoav Landman
(CTO)Was previously Senior Consultant with AlphaCSP and a Senior Developer at Attunity, Verve Inc and Sausage Software.
Fred Simon
(Chief Architect)Was Founder of AlphaCSP. Before that was Developer with Bouygues and SGT.
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