**Residency in London is required
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. 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 a critical 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 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.
As a Deal Desk Manager at JFrog you will...
- 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
To be a Deal Desk Manager in JFrog you need...
- 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
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