Strategic Account Executive
JFrog · Remote · Germany
- Base
- Not disclosed
- OTE
- Not disclosed
- Quota attainment
- Not disclosed
- Posted
- 3mo ago
Why it matters: OTE tells you what you could earn. Attainment tells you how realistic it is.
Ask: “What percentage of fully ramped reps hit quota last year?”
Still open · checked 1h agoon JFrog's careers page
The job
- What you'd do
- Grow sales to JFrog's biggest existing customers in Germany, Austria and Switzerland, selling more software to large companies you already work with. You'll mostly work with existing accounts rather than finding new ones.
- What you'd sell
Tools that move developers' software from code to production securely
When a software team has to get new code out to customers, there are many steps between writing the code and running it live. The problem is, every step is a chance for delays or for weak code to slip through. JFrog manages, speeds up, and secures that whole path from code to production, so software reaches customers faster and more safely.
In plain English, from their own job posts. Something wrong? Tell me · More Developer & IT tools companies →
- Who you'd sell to
- Still reading the posting. Check back within the hour.
- Where deals come from
- Mostly handed to you: inbound leads or a set list of customers.
The Braun Read
Ask hard questionsSome good signs, but there's a red light here. Get it answered before you invest.
- Pay
- No pay listed at all.
- Transparency
- Shares 1 of 5: quota, attainment, deal size, territory, sales cycle.
- Time on market
- Open 108 days. Ask why it's been hard to fill.
- Company hiring
- 11 sales roles open, hiring at a steady pace.
Red lights
- "Unlimited earnings," no numbers. It sells uncapped or unlimited earnings but never says what anyone actually earns.
Yellow lights
- German required. The posting asks for fluent German. Worth knowing before you apply if you only sell in English.
- Open 90+ days. This role has been posted for three months or more. Ask why it's been hard to fill, and whether anyone left it.
Green lights
- SDR or inbound support. You won't be building all of your own pipeline from zero.
- Pays accelerators. Higher commission rates once you pass quota. Overperformance actually pays.
Based only on what the posting says. Lights 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 did the median rep and the top rep actually earn last year?
"Unlimited" is a ceiling, not a number. You need the median.
- 2.
This role has been open a while. What's made it hard to fill?
The answer tells you what candidates saw that made them walk.
- 3.
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.
- 4.
What percentage of reps on the team have been here more than 18 months?
Tenure shows whether people stay long enough to get paid.
- 5.
Has the comp plan changed in the last 12 to 18 months? What changed?
A plan that changes every year means the goalposts keep moving.
- 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.
Josh's top five questions for any sales interview →
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