Senior Director, Business Development (GSI)

Intro

• 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?
• In this role, you will be the primary architect of JFrog’s global GSI engine, turning a "Greenfield" opportunity into a cornerstone of our enterprise GTM strategy. You will empower global giants like Accenture and Deloitte to deliver "Liquid Software" at scale, ensuring the world’s largest software supply chains are seamless, secure, and unstoppable. By building this practice from the ground up, you aren't just managing partners—you are defining how the world’s biggest companies innovate in the era of AI and DevOps.
• Architect the Greenfield Strategy: Design and launch the end-to-end GSI framework, operational playbook, and partnership tiers from the ground up.
• Scale Global Enterprise Penetration: Secure landmark deals by embedding JFrog into the service catalogs of top-tier GSIs to reach the world’s largest organizations.
• Orchestrate High-Velocity GTM: Execute joint go-to-market plans, including co-selling motions, specialized incentive structures, and global training programs.
• Drive Cross-Functional Alignment: Act as the strategic "connective tissue" between Product, Marketing, and Sales to ensure partner success and technical excellence.
• Manage Executive-Level Alliances: Lead high-stakes relationships within the GSI ecosystem, aligning our platform with their AI and DevOps transformation initiatives.
• Build a World-Class Team: Establish the foundational success metrics and organizational structure to hire and lead a specialized GSI team as the practice scales.
• 10+ years of leadership experience in Business Development or Alliance Management within the SaaS, DevOps, or Security sectors.
• Proven "Builder" Track Record: Demonstrated success in building a GSI or Alliance practice from zero to significant, multi-million dollar revenue impact.
• Deep GSI Ecosystem Expertise: Existing executive-level relationships and a nuanced understanding of the internal mechanics of firms like Accenture, Deloitte, or TCS.
• Strategic & Technical Fluency: A strong grasp of the Software Development Lifecycle (SDLC) and the ability to pivot between high-level strategy and technical execution.
• Exceptional Influence: The ability to inspire and lead cross-functional teams and external partners without direct authority.
• The "Frog" Spirit: High energy, an uncompromising "get-it-done" attitude, and a passion for disrupting the status quo in the software industry.
• At JFrog, base salary is only one component of our compensation package.
• This position has a base salary range between $300,000 to $320,000.  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 embraces hybrid work: 3 days in office / 2 days remote.
• 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.