Manager, SMB Sales

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 looking for a high-energy, data-driven, and collaborative Manager to join our Global SMB Sales team. In this role, you will oversee a critical, high-volume book of business, leading a split-site team across Atlanta and Sunnyvale. You will be the architect of our SMB retention and expansion engine, working closely with international leadership to drive net-retention through value-based strategies and operational excellence.

As a Manager, SMB Sales in JFrog you will... 

• Drive net-retention and expansion, taking full accountability for hitting monthly and quarterly targets across a high-volume book of business.
• Optimize the sales motion for Account Managers, ensuring high activity levels, rigorous pipeline hygiene, and effective customer touch strategies.
• Lead and scale high-performing teams in Atlanta and Sunnyvale, fostering a unified "one team" culture across different time zones.
• Partner with global leadership in Sunnyvale, Atlanta, and Israel to align strategies with corporate objectives and product roadmaps.
• Master the "math of sales" by utilizing CRM insights to forecast accurately, identify churn risks early, and uncover untapped upsell opportunities.
• Coach and mentor Account Managers on advanced negotiation, value-based selling, and efficient time management for high-volume workloads.

To be a Manager, SMB Sales in JFrog you need...

• 6+ years of experience in SaaS Sales or Account Management, with at least 5+ years in a leadership role managing high-volume SMB teams.
• A proven track record of managing a large book of business with a specific focus on maintaining a high Net Retention Rate (NRR) while unlocking new demand.
• Experience leading split-site or remote teams, with a demonstrated ability to maintain culture and performance across multiple hubs.
• Global mindset, with experience reporting into or collaborating with international leaders and navigating various cultural nuances.
• Technical proficiency in Salesforce, GONG and a data-centric approach to managing pipelines, forecasting, and team performance metrics.
• High level of autonomy, with the ability to translate broad corporate goals into actionable daily execution for a large team of representatives.

WHAT JFROG CAN OFFER…

• At JFrog, base salary is only one component of our compensation package.
• This position has a base salary range between $125,000 to $140,000.  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.