Hybrid role (3 days in the office, 2 days remote), based in our London office at HYLO, 103–105 Bunhill Row, London EC1Y 8LZ.
About the company
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?
About the role
We are looking for a self-motivated 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 are essentially helping craft deals that drive our revenue growth.
As a Deal Desk Specialist at JFrog you will…
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Be the trusted advisor to the Sales leadership and team, collaborating on pricing and commercial terms for non-standard transactions
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Be a subject matter expert on sales and revenue compliance policies and advise Account Executives on alternative compliant contract options
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Partner with the Revenue, Finance, Legal and Sales Ops teams, to review or address revenue recognition concerns, Finance and billing issues, special terms, and pricing for non-standard deals
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Own day-to-day quote management and pricing approvals, ensuring compliance with sales and business approval policies
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Perform analysis on nonstandard and discounted deals
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Present analyses of deals to decision-makers in a clear and concise fashion that enables them to make a quick and informed decision
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Acts as a point of escalation for deal-related matters
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Serve as a gatekeeper to the senior management by reviewing requests before they are escalated
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Develop robust and repeatable deal processes, identifying process improvement and automation simplifying
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Provide sales training and enablement of quoting, pricing and processes
To be a Deal Desk Specialist in JFrog you need…
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3 years of proven success in a Deal Desk function or other direct sales support role
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MBA or Master’s Degree in Finance or Economics
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Experience with Salesforce and CPQ
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Strong understanding of Annual Recurring Revenue (ARR), revenue recognition and order process principles
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Experience working with enterprise software sales teams
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Excellent team player and effective communicator with all levels of management and cross-functional organizations
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Self driven with strong business acumen, strong reporting and analytics skills, troubleshooting and problem-solving
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High attention to detail is required to ensure accuracy in complex deal structures.
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Highly organized, customer-focused, innovative and strong attention to detail
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Ability to multitask and prioritize at times of high volume, schedule flexibility during End of Month, End or Quarter