Be Part of Something Bigger

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. Here, 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 an important 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 seeking an experienced and results-driven Regional Vice President of Sales to lead our strategic enterprise accounts team for the West Region in the United States. This executive will play a critical role in driving growth, expanding our market presence, and accelerating revenue within our strategic enterprise segment. This role requires a strategic mindset and strong leadership skills to drive a high-performance culture, manage complex sales processes, and ensure exceptional customer success. Reporting directly to the GM and SVP of NA Sales, the RVP will align with company goals, execute the sales strategy, and guide a team of seasoned Strategic Account Executives.

• Develop, lead and execute the sales strategy for the West region, ensuring alignment with company objectives and market trends.
• Build, inspire, and manage a high-performing team of Strategic Account Executives. Provide mentorship, foster a positive culture, and drive team accountability to achieve and exceed sales targets.
• Own and deliver on revenue targets for the West Region, identifying growth opportunities within existing accounts and developing strategies to win new enterprise customers.
• Own and measure the growth by Increasing renewal rates, reduce churn and expand our revenue in accounts through cross-sell and up-sell using advocacy and higher product adoption.
• Drive operational rigor for territory mapping, account planning, opportunity/pipeline management and quarterly business reviews. Lead by example by using our sales methodology and processes effectively that enable accurate forecasting of opportunities.
• Cultivate and maintain executive-level relationships with key customers to drive satisfaction, adoption, expansion and retention. Act as an escalation point for complex negotiations and customer needs.
• Work closely with Marketing, Product, and Customer Success teams to ensure consistent messaging, product alignment, and customer satisfaction across all touchpoints.
• Stay informed on industry trends, competitive landscape, and customer challenges to inform and adapt the regional sales strategy.
• Implement and continuously improve processes, leveraging data and technology to drive operational efficiency and scalability within the region.

Required Qualifications

• 10+ years of enterprise sales experience with 5+ years of leadership experience with a track record of success in enterprise sales within the software/SaaS industry.  Second line leadership experience is a plus.
• Demonstrated success in building, managing, and developing high-performing sales teams in a fast-paced, high-growth environment.
• Strong executive presence and presentation skills to effectively lead and manage a sales team. Very comfortable in the “C” suite with a track record of closing seven and eight figure software licensing deals.
• Proven success attracting, hiring,and retaining a world class sales team which includes setting clear objectives, providing guidance and support, mentoring and developing team members while fostering a high-performance sales culture.
• Proven Experience with MEDDPICC and value-based selling. Experience with Challenger selling is a plus.
• Strong analytical and forecasting skills with a data-driven approach to decision-making and problem-solving.
• Exceptional ability to work collaboratively across departments and foster a culture of teamwork and high performance.
• Must be willing and able to travel up to 50%

WHAT JFROG CAN OFFER…

• At JFrog, base salary is only one component of our compensation package.
• This position has a base salary range between $220,000 to $240,000.  Base salary will be based on your skills, qualifications, experience and location.
• Additionally, this role may be eligible for discretionary bonuses or commission payments.
• This position also includes an equity package of restricted stock units (RSU).  In addition, JFrog employees are eligible to participate in our Employee Stock Purchase Plan.
• JFrog provides employees comprehensive benefits including medical, dental, vision, retirement, wellness and much more!

JFrog is an Equal Employment Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, creed, religion, sex, sexual orientation, national origin or nationality, ancestry, age, disability, gender identity or expression, marital status or any other category protected by law.

Customer Account Executive, Commercial

HackerOne is the global leader in human-powered security, harnessing the creativity of the world’s largest community of security researchers with cutting-edge AI to protect your digital assets. The HackerOne Platform combines the expertise of our elite community and the most up-to-date vulnerability database to pinpoint critical security flaws across your attack surface. Our integrated solutions, including bug bounty, pentesting, code security audits, spot checks, and AI red teaming, ensure continuous vulnerability discovery and management throughout the software development lifecycle. Trusted by industry leaders such as Coinbase, General Motors, GitHub, Goldman Sachs, Hyatt, PayPal, and the U.S. Department of Defense, HackerOne was named a Best Workplace for Innovators by Fast Company in 2023 and a Most Loved Workplace for Young Professionals in 2024.

Are you passionate about building and nurturing customer relationships while driving business growth? HackerOne is seeking a Customer Account Executive to join our dynamic sales team. In this role, you will focus on expanding existing customer accounts and identifying new business opportunities within our target market segment.

Your Journey at HackerOne:

As a Customer Account Executive, your primary responsibility will be to cultivate relationships with our valued existing customers and strategically identify opportunities for business expansion. You will play a pivotal role in driving revenue growth and promoting HackerOne's products and services to help customers enhance their cybersecurity programs.

Mission of the Customer Account Executive Team at HackerOne:

Our mission is to empower customers to run world-class security programs by leveraging HackerOne's products, services, and global community of hackers. As a Customer Account Executive, you will contribute to this mission by delivering exceptional customer experiences and driving business outcomes for our clients.

• Manage the end-to-end sales cycle for assigned customer accounts, from lead to close.
• Meet and exceed monthly, quarterly, and annual sales quotas.
• Develop and qualify customer leads to generate new business opportunities.
• Conduct presentations and demonstrations of HackerOne's platform, both online and in person.
• Collaborate with Renewals Managers and Customer Success Managers to develop strategic plans for account growth.
• Understand customer needs and challenges to effectively communicate how HackerOne can address them.
• Utilize Salesforce for lead, account, and opportunity management.
• Maintain accurate quarterly sales forecasts.

Required Qualifications

• 2+ years of software or web technologies sales experience, preferably selling to a technical audience.
• Proven track record of success in a sales environment, exceeding targets and quotas.
• Strong presentation and communication skills, both verbal and written.
• Ability to understand and articulate technology solutions and their value propositions.
• Collaborative mindset with the ability to work effectively in a team environment.
• Intellectually curious and adaptable to change.
• Strategic thinker with the ability to identify and pursue business opportunities.

Preferred Qualifications

• Security industry knowledge is not required but considered a plus!

• #LI-Remote
• #LI-SM1
• We are a Circle Back Initiative Employer and commit to responding to every applicant.
• We're committed to building a global team! For certain roles outside the United States, U.K., and the Netherlands, we partner with Remote.com as our Employer of Record (EOR).
• Employment at HackerOne is contingent on a background check.
• HackerOne is an Equal Opportunity Employer in the terms and conditions of employment for all employees and job applicants without regard to race, color, religion, sex, sexual orientation, age, gender identity or gender expression, national origin, pregnancy, disability or veteran status, or any other protected characteristic as outlined by international, federal, state, or local laws.
• This policy applies to all HackerOne employment practices, including hiring, recruiting, promotion, termination, layoff, recall, leave of absence, compensation, benefits, training, and apprenticeship. HackerOne makes hiring decisions based solely on qualifications, merit, and business needs at the time.
• For US based roles only: Pursuant to the San Francisco Fair Chance Ordinance, all qualified applicants with arrest and conviction records will be considered for the position.

HackerOne Values

HackerOne commits to maintaining a strong, inclusive culture built for our employees and our community of hackers. We are driven by our five core values. We recognize that our mission is bigger than us, and therefore act with integrity at all times. As a team, we believe that transparency builds trust so we default to disclosure in our communications. Each individual executes with excellence, creating an environment of greater alignment and greater autonomy. We win as a team and respect all people to empower everyone to learn from each other, innovate, and grow.

About Netskope

Today, there's more data and users outside the enterprise than inside, causing the network perimeter as we know it to dissolve. We realized a new perimeter was needed, one that is built in the cloud and follows and protects data wherever it goes, so we started Netskope to redefine Cloud, Network and Data Security.

Since 2012, we have built the market-leading cloud security company and an award-winning culture powered by hundreds of employees spread across offices in Santa Clara, St. Louis, Bangalore, London, Melbourne, Taipei, and Tokyo. Our core values are openness, honesty, and transparency, and we purposely developed our open desk layouts and large meeting spaces to support and promote partnerships, collaboration, and teamwork. From catered lunches and office celebrations to employee recognition events (pre and hopefully post-Covid) and social professional groups such as the Awesome Women of Netskope (AWON), we strive to keep work fun, supportive and interactive. Visit us at Netskope Careers. Please follow us on LinkedIn and Twitter @Netskope.

About the position:

The Netskope Solutions Engineer will come on board with the full support of the executive team. This is an amazing opportunity for the sales professional who has a history of completely dominating their territory and who wants to make an impact on building the next iconic cloud security company.

You will work closely with customers and partners as your primary point of contact for feedback and resolution of issues and will be the customers’ advocate for issues that require assistance from the HQ Support team. You will provide feedback to the Product Management team on new feature requests and product enhancements from your customer base. Heavy travel within the territory is required and as necessary to support other company-based engagements within the US.

This is a highly impactful role – You will have a compelling opportunity to impact the business and advance your career.

• Objective #1 is to exceed our sales targets.
• Articulate the high-level benefits of Netskope's architecture to our target audiences (typically senior security management up to CISO and CIO).
• Construct best practices for presentations, demos, and Proof of Concept/Value exercises as well as overall win strategy.
• Take an active role in your regions customer success and help resolve any customer satisfaction issues, escalating cross functionally when needed.
• Understand the customer need and establish company's product as the best solution that addresses that customer requirement and provides business value.
• Present the Netskope cloud security solution to prospective customers.
• Create and deliver demonstrations of the products.
• Gather customer technical requirements.
• Work trade shows as necessary.
• Provide insight on competitive solutions and differentiate between them.
• Create evaluation test plans with customers and partners and managing the evaluation process to a successful conclusion.
• Lead Proof-of-Concepts (POCs).
• Present at Conferences and Seminars.
• Respond effectively to RFIs/RFPs.

Required Qualifications:

• 7+ years of relevant experience as a Solutions/System Engineer with a proven track record and demonstrable skills at presenting technical information at the business executive level or at the architect level.
• Strong empathy for customers AND passion for revenue and growth.
• Strong communication (written and verbal) and presentation skills ranging from tech level up to senior executives. Comfortable in public speaking and presenting to both internal and external executive audiences.
• Ability to scale from the whiteboard to working with security architects to influencing CISOs.
• Love and passion for helping customers and delivering satisfaction even when faced with difficult customers.
• Demonstrable experience with systems installation, configuration and administration Linux, MacOS and Windows-based systems.
• Proficient in mobile device technologies (MDM/MAM) and OS such as Android and iOS.
• Knowledge of certificates, key management systems, HSM and related protocols.
• Proven hands-on experience with information security solutions such as Web Proxy, NGFW, Security Gateways, working with remote access and site to site VPN technologies, SAML/SSO, DLP, Data security and understand but also write regex expressions.
• Experience working with Cloud Identity Providers, SCIM, SIEM, SOAR, EDR and SD-WAN Deployments and Integrations.
• Experience working with Active Directory Services including ADFS, working knowledge of Azure AD is desired.
• Experience working with Public cloud environments (AWS, Azure and GCP).
• Working knowledge of the broader threat landscape and the ability to distill technology trends, and explain complex behaviors in simple terms.
• Travel - within region. Experience working in and selling cloud-based technologies (SaaS, IaaS, and PaaS).

Preferred Qualifications:

• Demonstrable experience with scripting languages such as Python, and REST API framework.
• Prior experience with other vendor Cloud Security solutions is advantageous.
• Strong security skills that would include hands-on experience with Bluecoat, Symantec, McAfee, Checkpoint, Cisco, Juniper along with other appropriate certifications (e.g. CISSP, CCSK, CCSP, CCSE, GCFW, PCNSE, JNCIS-SEC/JNCIP-ENT, GCIH, etc).
• Agile Scrum Certification: CSPO, CSM, or CSP | Project Management Certification: PMP
• Advanced level network technology certifications (e.g. CCNP, CCIE, CCSP, JNCIE, etc).

Education

• Relevant Bachelor’s degree; preference for computer science or related degrees.

Netskope is committed to implementing equal employment opportunities for all employees and applicants for employment. Netskope does not discriminate in employment opportunities or practices based on religion, race, color, sex, marital or veteran statuses, age, national origin, ancestry, physical or mental disability, medical condition, sexual orientation, gender identity/expression, genetic information, pregnancy (including childbirth, lactation and related medical conditions), or any other characteristic protected by the laws or regulations of any jurisdiction in which we operate.

Netskope respects your privacy and is committed to protecting the personal information you share with us, please refer to Netskope's Privacy Policy for more details.