JFrog

Develop and implement sales strategies targeting the Department of Defense, manage channel partnerships, prepare proposals, and build relationships with DoD stakeholders. | 5+ years federal sales experience with DoD focus, strong understanding of DoD procurement, proven sales track record in defense sector, proficiency in Salesforce, and excellent communication skills. | At JFrog, we’re reinventing DevOps to help the world’s greatest companies innovate -- and we want you along for the ride. This is a special place with a unique combination of brilliance, spirit and just all-around great people. Here, if you’re willing to do more, your career can take off. And since software plays a central role in everyone’s lives, you’ll be part of an important mission. Thousands of customers, including the majority of the Fortune 100, trust JFrog to manage, accelerate, and secure their software delivery from code to production -- a concept we call “liquid software.” Wouldn't it be amazing if you could join us in our journey? We are seeking a motivated Federal Sales Executive focused on selling to the Department of Defense (DoD), with experience in government contracts and procurement processes. The ideal candidate will have a strong background in channel sales, a deep understanding of DoD requirements, and the ability to build and maintain relationships with key stakeholders within defense agencies to drive revenue growth. As an Account Executive, Public Sector (DoD) in JFrog you will... Develop and implement sales strategies specifically targeting the Department of Defense to achieve revenue targets. Leverage channel partnerships to enhance sales outreach and expand market presence within the defense sector. Prepare compelling proposals and presentations that align with the needs of DoD clients, ensuring compliance with relevant regulations and standards. Identify procurement opportunities within various branches of the DoD and establish strong relationships with key decision-makers and procurement officials. Collaborate with internal teams to align offerings with DoD requirements and security protocols. Monitor and analyze contract performance, and respond to client needs for potential upselling and contract renewals. To be an Account Executive, Public Sector (DoD) in JFrog you need... 5+ years of experience in federal sales, focusing on the Department of Defense and channel sales. Bachelor’s degree in Business, Sales, Marketing, or a related field preferred. Strong understanding of DoD procurement processes and regulations. Proven track record of meeting or exceeding sales targets within the defense sector. Proficiency in Salesforce. Excellent communication, negotiation, and interpersonal skills. WHAT JFROG CAN OFFER… At JFrog, base salary is only one component of our compensation package. This position has a base salary range between $130,000 to $175,000. Base salary will be based on your skills, qualifications, experience and location. Additionally, this role may be eligible for discretionary bonuses or commission payments. This position also includes an equity package of restricted stock units (RSU). In addition, JFrog employees are eligible to participate in our Employee Stock Purchase Plan. JFrog provides employees comprehensive benefits including medical, dental, vision, retirement, wellness and much more! JFrog embraces hybrid work: 3 days in office / 2 days remote. Open to remote work for candidates outside a reasonable commuting distance to the Atlanta, Sunnyvale, or Seattle Office. JFrog is an Equal Employment Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, creed, religion, sex, sexual orientation, national origin or nationality, ancestry, age, disability, gender identity or expression, marital status or any other category protected by law.

Partner with sales to align technical solutions with public sector customer goals, deliver demos and POCs, support RFIs/RFPs, and evangelize DevSecOps best practices. | 7+ years technical sales or presales experience with public sector clients, knowledge of government security and compliance, hands-on DevOps and cloud expertise, strong communication and travel readiness. | • * Open to remote within the East Coast only** At JFrog, we’re reinventing DevOps to help the world’s greatest companies innovate -- and we want you along for the ride. This is a special place with a unique combination of brilliance, spirit and just all-around great people. Here, if you’re willing to do more, your career can take off. And since software plays a central role in everyone’s lives, you’ll be part of an important mission. Thousands of customers, including the majority of the Fortune 100, trust JFrog to manage, accelerate, and secure their software delivery from code to production -- a concept we call “liquid software.” Wouldn't it be amazing if you could join us in our journey? As a Solution Architect, Public Sector at JFrog, you will be on the front lines as a trusted technical advisor, helping federal, state and local government clients understand, evaluate and adopt our solutions. You will work closely with our sales, product & engineering, customer success and marketing teams to help customers understand the value of JFrog solutions from a technical and business perspective. As a Solution Architect, Public Sector in JFrog you will... • Partner with Account Executives to align technical solutions with customer goals, support presales engagements, and drive revenue through strategic value selling. • Understand and navigate public sector requirements, including procurement processes, NIST guidelines, DoD frameworks (e.g., PlatformOne, IronBank), and federal compliance mandates (e.g., CMMC). • Deliver impactful demos and Proof of Concepts (POCs) to technical and non-technical stakeholders, showcasing how JFrog enables secure, scalable DevSecOps and MLOps practices. • Support RFIs/RFPs and bid processes, ensuring technical accuracy and alignment with government procurement standards. • Guide customers throughout the technical lifecycle, translating business goals into solution designs and collaborating with Product and Engineering to influence the roadmap based on field feedback. • Evangelize DevSecOps best practices, including the development of DoD/Federal reference architectures, and drive adoption across federal agencies. • Stay current with industry trends, maintaining expertise in DevOps, cloud, software delivery, and emerging technologies relevant to public sector digital transformation. To be a Solution Architect, Public Sector in JFrog you need... • 7+ years of technical sales, presales, or sales engineering experience, preferably with U.S. public sector clients; experience with MEDDPICC methodology is a plus. • Government security requirements may be needed; security clearance a plus. • Travel required - Ability to travel at least 50% throughout the U.S., meeting with clients and supporting field engagement activities across agencies and events. • Deep knowledge of public sector programs and compliance, including DoD environments, impact level classifications, NIST standards, and federal procurement models. • Hands-on expertise in DevOps technologies, including Docker, Kubernetes, Git, CI/CD tools, Artifactory, build tools, and modern SDLC practices. • Proficiency in cloud platforms (AWS, Azure, GCP) and Linux environments, with ability to design hybrid architectures and scalable deployment solutions. • Proven ability to deliver POCs and technical presentations, with strong communication skills to articulate business value to both technical and executive audiences. • Familiarity with proposal writing and federal program engagement, along with a customer-centric, solution-oriented mindset and a strong passion for enabling mission success. WHAT JFROG CAN OFFER… • Open to remote work for candidates outside a reasonable commuting distance to the Atlanta office. • This role has a preference for applicants based in Atlanta or Washington D.C. • At JFrog, base salary is only one component of our compensation package. • This position has a base salary range between $190,000 to $205,000. Base salary will be based on your skills, qualifications, experience and location. • Additionally, this role may be eligible for discretionary bonuses or commission payments. • This position also includes an equity package of restricted stock units (RSU). In addition, JFrog employees are eligible to participate in our Employee Stock Purchase Plan. • JFrog provides employees comprehensive benefits including medical, dental, vision, retirement, wellness and much more! • JFrog embraces hybrid work: 3 days in office / 2 days remote. JFrog is an Equal Employment Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, creed, religion, sex, sexual orientation, national origin or nationality, ancestry, age, disability, gender identity or expression, marital status or any other category protected by law.

Serve as a technical advisor for public sector clients, support presales and sales engagements, deliver demos and POCs, and guide customers through solution design and adoption of DevSecOps practices. | 7+ years in technical sales or presales with public sector experience, knowledge of government security and compliance, travel availability, hands-on DevOps and cloud expertise, and strong communication skills. | • * Open to remote within the East Coast only** At JFrog, we’re reinventing DevOps to help the world’s greatest companies innovate -- and we want you along for the ride. This is a special place with a unique combination of brilliance, spirit and just all-around great people. Here, if you’re willing to do more, your career can take off. And since software plays a central role in everyone’s lives, you’ll be part of an important mission. Thousands of customers, including the majority of the Fortune 100, trust JFrog to manage, accelerate, and secure their software delivery from code to production -- a concept we call “liquid software.” Wouldn't it be amazing if you could join us in our journey? As a Solution Architect, Public Sector at JFrog, you will be on the front lines as a trusted technical advisor, helping federal, state and local government clients understand, evaluate and adopt our solutions. You will work closely with our sales, product & engineering, customer success and marketing teams to help customers understand the value of JFrog solutions from a technical and business perspective. As a Solution Architect, Public Sector in JFrog you will... • Partner with Account Executives to align technical solutions with customer goals, support presales engagements, and drive revenue through strategic value selling. • Understand and navigate public sector requirements, including procurement processes, NIST guidelines, DoD frameworks (e.g., PlatformOne, IronBank), and federal compliance mandates (e.g., CMMC). • Deliver impactful demos and Proof of Concepts (POCs) to technical and non-technical stakeholders, showcasing how JFrog enables secure, scalable DevSecOps and MLOps practices. • Support RFIs/RFPs and bid processes, ensuring technical accuracy and alignment with government procurement standards. • Guide customers throughout the technical lifecycle, translating business goals into solution designs and collaborating with Product and Engineering to influence the roadmap based on field feedback. • Evangelize DevSecOps best practices, including the development of DoD/Federal reference architectures, and drive adoption across federal agencies. • Stay current with industry trends, maintaining expertise in DevOps, cloud, software delivery, and emerging technologies relevant to public sector digital transformation. To be a Solution Architect, Public Sector in JFrog you need... • 7+ years of technical sales, presales, or sales engineering experience, preferably with U.S. public sector clients; experience with MEDDPICC methodology is a plus. • Government security requirements may be needed; security clearance a plus. • Travel required - Ability to travel at least 50% throughout the U.S., meeting with clients and supporting field engagement activities across agencies and events. • Deep knowledge of public sector programs and compliance, including DoD environments, impact level classifications, NIST standards, and federal procurement models. • Hands-on expertise in DevOps technologies, including Docker, Kubernetes, Git, CI/CD tools, Artifactory, build tools, and modern SDLC practices. • Proficiency in cloud platforms (AWS, Azure, GCP) and Linux environments, with ability to design hybrid architectures and scalable deployment solutions. • Proven ability to deliver POCs and technical presentations, with strong communication skills to articulate business value to both technical and executive audiences. • Familiarity with proposal writing and federal program engagement, along with a customer-centric, solution-oriented mindset and a strong passion for enabling mission success. WHAT JFROG CAN OFFER… • Open to remote work for candidates outside a reasonable commuting distance to the Atlanta office. • This role has a preference for applicants based in Atlanta or Washington D.C. • At JFrog, base salary is only one component of our compensation package. • This position has a base salary range between $190,000 to $205,000. Base salary will be based on your skills, qualifications, experience and location. • Additionally, this role may be eligible for discretionary bonuses or commission payments. • This position also includes an equity package of restricted stock units (RSU). In addition, JFrog employees are eligible to participate in our Employee Stock Purchase Plan. • JFrog provides employees comprehensive benefits including medical, dental, vision, retirement, wellness and much more! • JFrog embraces hybrid work: 3 days in office / 2 days remote. JFrog is an Equal Employment Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, creed, religion, sex, sexual orientation, national origin or nationality, ancestry, age, disability, gender identity or expression, marital status or any other category protected by law.