Lead regional strategy and execution to acquire strategic new enterprise customers. Build and scale a high-performance sales team, drive $1M+ new-logo deals, forge C-level relationships and partner alliances, implement disciplined data-driven sales operations, and align cross-functional teams to ensure smooth new customer adoption and predictable ARR growth.
* Hybrid role, based out of our London King’s Cross office. We’re in the office 3 days a week and remote the rest of the time.
At JFrog, we don't just secure and accelerate software - we make the world's most innovative companies move faster. Since software is the lifeblood of modern business, you’ll be on a mission-critical team. Thousands of customers, including the majority of the Fortune 500, trust JFrog to manage, accelerate, and secure their software delivery from code to production - a concept we call "Liquid Software."
We are seeking a visionary and proven executive leader to serve as our Regional Vice President of Strategic New Logo Acquisition. This is a pivotal role dedicated to seizing the monumental market opportunity of acquiring JFrog’s largest, most strategic new customers.
Reporting directly to the Global SVP of Sales, you will own the Regional strategy, execution, and scaling of our strategic sales motion, driving exponential ARR growth through targeted new customer acquisition. You will be the architect of our future customer base and a key leader in JFrog's EMEA and global expansion.
As the Regional VP of Strategic New Logo, you will...- Strategic GTM Ownership: Develop and execute a comprehensive, multi-year regional GTM strategy to dominate strategic new logo acquisition across all major markets in the region. Deliver predictable ARR growth and expand market share by designing a repeatable "land-and-expand" blueprint.
- Mega-Deal Scaling & Execution: Instill a robust, disciplined, and repeatable "mega-deal" methodology across the regional organization. Directly engage, influence, and lead the closure of complex, $1M+ New Logo enterprise transactions.
- Executive Leadership & Team Scaling: Recruit, mentor, and inspire a world-class, high-performance team of strategic New Logo hunters. Foster a global culture of excellence, accountability, and a relentless focus on new customer acquisition.
- C-Level & Strategic Alliances: Personally forge and maintain relationships with C-level executives at our most strategic target accounts regionally. Drive top-to-top alignment with critical partners (GCP, AWS, Azure, key GSIs) to maximize pipeline generation from the partner ecosystem.
- Operational & Data Command: Implement and manage a rigorous, data-driven sales methodology. Ensure operational excellence in regional pipeline management, forecasting accuracy, and deal execution to provide clear, actionable insights to the executive team.
- Cross-Functional Command: Act as the "Voice of the New Logo Customer," collaborating with global leadership, Product, Marketing, and Customer Success to ensure GTM efforts are perfectly aligned, messaging resonates, and new customer adoption is seamless.
- Regional Sales Leadership Track Record: 15+ years of progressive enterprise software sales leadership, with a verifiable track record of scaling global or multi-regional teams and consistently exceeding quotas (>$XXM+ ARR) in a high-growth SaaS, DevSecOps, or Cloud environment.
- New Logo Mega-Deal Acumen: Proven experience leading and closing complex, 7-figure+ New Logo transactions with Fortune 500 / Global 2000 enterprises. Ability to navigate sophisticated global procurement and technical evaluation cycles.
- Strategic GTM Architect: Demonstrable history of developing and executing highly effective, nuanced GTM strategies that translated directly into massive pipeline generation and sustainable revenue growth.
- Deep Experience in Strategic Outbounding: Either through BDR or through partner, strong experience in Strategic customer acquisition and C-level connection
- Talent Magnet & Culture Builder: An exceptional leader with a history of hiring, mentoring, and retaining A-players. Must possess the gravitas to inspire a regional team.
- Executive Presence: Superior communication, negotiation, and executive presentation skills. The ability to command a room, influence decision-makers, and drive conviction at the highest levels.
- Travel: Willingness to travel globally (~50%) to engage with strategic customers, partners, and key regional teams.
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