* Residency in the Madrid area is required, as the role involves coming to the office once a week.
At JFrog, we don't just secure and accelerate software - we empower our partners to drive global innovation.
JFrog is reinventing DevSecOps to help the world's greatest companies innovate. This is a special place with a unique combination of brilliance, spirit, and just all-around great people. Thousands of customers, including the majority of the Fortune 100, trust JFrog to manage, accelerate, and secure their software delivery—a concept we call “Liquid Software.”
We are seeking a high-impact Senior Director of Global Partner Sales to accelerate our growth by leveraging a world-class partner ecosystem. This pivotal role involves building, leading, and mentoring a high-performance team of Partner Account Managers dedicated to recruiting, enabling, and driving the success of our channel partners, with a critical focus on New Logo Acquisition across the world.
As a Senior Director of Global Partner Sales, you will…
- Channel Sales Strategy & Execution: Develop and drive the comprehensive Global Channel Sales Strategy, focused heavily on generating new logo revenue, achieving aggressive sales targets, and expanding JFrog's market share through the partner network.
- Channel Sales Operations, drive execution across the world with the Partner Account Managers and the selected partners in each region to meet the NNARR targets
- Team Leadership & Scaling: Build, manage, and mentor a high-performance team of Partner Account Managers. Foster a culture of excellence, accountability, and metric-driven execution focused on partner-sourced new business.
- New Logo Activation: Establish methodologies and best practices to ensure channel partners are effectively sourcing, co-selling, and closing new enterprise customer deals across key AMER and EMEA territories.
- Ecosystem Development: Identify, recruit, and onboard strategic new partners (VARs, SIs, Distributors) to fill geographic and expertise gaps, ensuring comprehensive coverage and pipeline generation capability.
- Strategic Alliance Engagement: Cultivate and deepen key executive relationships with our most strategic channel partners, driving joint go-to-market plans and aligning top-to-top on revenue goals.
- Governance & Enablement: Maintain rigorous governance, operational consistency, and alignment with the JFrog Direct Sales team. Oversee enablement and certification programs to ensure partners are technically proficient in selling and delivering the JFrog platform.
- Operational Command: Conduct regular, data-driven business reviews (QBRs) with internal leadership and key partners, ensuring high predictability in pipeline and channel revenue forecasting.
To be a Senior Director of Global Partner Sales in JFrog you need...
- Deep Channel Expertise: 15+ years of B2B sales and/or channel leadership experience from high-growth technology/SaaS companies.
- Management Track Record: 6+ years of verifiable success managing, mentoring, and scaling a partner team across multiple territories within Americas and Europe.
- New Logo Focus: Proven ability to build a channel sales engine specifically geared toward driving new customer acquisition and expanding market presence, not just managing renewals.
- Self-Starting Sales Leader: A self-starter with proven success as a senior sales leader who can operate effectively in a fast-paced, high-energy environment.
- Enterprise Market Acumen: Direct experience selling into or managing partners selling into the Enterprise market with complex, subscription-based software solutions (DevOps, Cloud, Security highly preferred).
- Culture & Metrics: Demonstrated ability to create a high-performance, metrics-focused sales culture that inspires creativity and overachievement.
- Technical Adeptness: Must be technically proficient enough to understand the DevSecOps/Cloud Native value proposition and effectively communicate it to a partner audience.