Solution Architect, New Logo (Presales)
JFrog · Remote · US
- Base
- Not disclosed
- OTE
- Not disclosed
- Posted
- 4h ago
Still open · checked 3h agoon JFrog's careers page
What JFrog sells
Moves software from code to production, safely
Companies that build software need a safe, fast way to move their code from the first line all the way to the live product. JFrog's tools help them manage, speed up, and secure that work. Their teams can ship new software faster and with more confidence.
In plain English, from their own job posts. Something wrong? Tell us
More Developer & IT tools companies →The Braun Read
Proceed with cautionA few things here deserve a hard look before you spend time on it.
- Pay
- No pay listed at all.
- Transparency
- Says nothing about quota, attainment, deal size, territory or sales cycle.
- Pipeline
- Doesn't say where pipeline comes from. Ask.
- Time on market
- Brand new.
- Company hiring
- 9 sales roles open, hiring at a steady pace.
Based only on what the posting says. Flags are a starting point for your first call, not a final judgment.
Questions to ask on the first call
Built from what this posting leaves out. How they answer tells you as much as what they say.
- 1.
What percentage of fully ramped reps hit quota last year?
OTE is what you could earn. This is how likely you are to earn it.
- 2.
What are the base and the OTE for this role?
No point investing hours before you know the number.
- 3.
What's the annual quota, and how was it set?
A quota built from real data is a target. Otherwise it's a hope.
- 4.
Where does pipeline come from: inbound, SDRs, or me?
Tells you how much of your week is prospecting versus selling.
- 5.
How long is ramp, and what's the quota during it?
Full quota on day one means you start behind.
- 6.
Why is this role open? Did someone leave, or is it new?
New headcount is growth. A replacement means someone left. Ask why.
When the offer comes
Save these for later. They land better once they've said yes to you.
- 1.
Can I see the full comp plan in writing, including clawbacks and accelerators?
What's in writing is what gets paid. Read it before you sign.
- 2.
Can I see the actual comp distribution for the team last year, not just the OTE?
The spread shows what most reps really take home. OTE is just the target.
- 3.
I'd be walking away from earned commission to join. Is there room for a sign-on bonus to help cover that?
Leaving money behind is a fair reason to ask. The worst answer is no.
Got an offer from JFrog? Not sure about it?Ask me. I read every message myself. · JoshAsk Josh
The role
Presales architect supporting AEs on net-new prospects: discovery, demos, POVs, and RFP responses for JFrog's DevSecOps platform, in English and Spanish. Not a quota-carrying quota role.
New Logo
Selling motion
Who you're selling to
- Buyer:
- DevOps and DevSecOps teamsIn their words: “working closely with our customers and prospects, guiding them on how to build robust DevSecOps processes”
Pipeline expectations
Compensation
What is not disclosed
This posting doesn't tell you:
- Base salary
- OTE
- Quota size
- Quota attainment
- Average deal size
- Territory
- Sales cycle length
The questions above cover the big ones.