Senior Director, Global Partner Sales
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Join us at JFrog as we continue to reinvent DevSecOps and empower the world’s greatest companies to innovate. In this high‑impact role you will accelerate our growth by leveraging a world‑class partner ecosystem and delivering new‑logo revenue across the globe.
About JFrog
JFrog is trusted by the majority of the Fortune 100 to manage, accelerate, and secure their software delivery—what we call “Liquid Software.” Our products and culture are built around collaboration, speed, and security for cloud‑native development.
Responsibilities
- Channel Sales Strategy & Execution: Develop and drive the global channel sales strategy, focused heavily on generating new‑logo revenue, meeting aggressive sales targets, and expanding market share through the partner network.
- Channel Sales Operations: Lead execution worldwide with Partner Account Managers and selected partners to meet NNARR targets.
- Team Leadership & Scaling: Build, manage, and mentor a high‑performance team of Partner Account Managers; foster an accountable, metric‑driven culture oriented to partner‑sourced new business.
- New Logo Activation: Design and implement practices that enable partners to source, co‑sell, and close new enterprise deals across AMER and EMEA.
- Ecosystem Development: Identify, recruit, and onboard strategic partners (VARs, SIs, distributors) to fill geographic and expertise gaps and create a robust pipeline.
- Strategic Alliance Engagement: Build deep executive relationships with leading channel partners, aligning joint go‑to‑market plans and revenue goals.
- Governance & Enablement: Maintain rigorous channel governance, operational consistency, and alignment with JFrog Direct Sales; oversee partner enablement and certifications.
- Operational Command: Conduct regular, data‑driven business reviews (QBRs) with internal leaders and key partners, ensuring predictive pipeline and channel revenue forecasting.
Qualifications
- Deep Channel Expertise: 15+ years of B2B sales and/or channel leadership in high‑growth technology/SaaS companies.
- Management Track Record: 6+ years of proven success scaling partner teams across AMER and Europe.
- New Logo Focus: Demonstrated ability to build a channel sales engine that drives new customer acquisition, not just renewals.
- Self‑Starting Sales Leader: A self‑starter able to thrive in a fast‑paced, high‑energy environment.
- Enterprise Market Acumen: Direct experience selling to or managing partners who sell enterprise‑grade, subscription‑based DevOps/Cloud/Security solutions.
- Culture & Metrics: Proven ability to create a high‑performance, metrics‑focused sales culture that encourages excellence and overachievement. xwzovoh
- Technical Adeptness: Comfortable with the DevSecOps/Cloud Native value proposition and able to communicate it effectively to a partner audience.
Seniority Level
Director
Employment Type
Full‑time
Job Function
Sales and Business Development
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