Senior Director, Business Development (GSI)

📋 Description

• 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.

🎯 Requirements

• 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.

🎁 Benefits

• Equity package of restricted stock units (RSU).
• Employee Stock Purchase Plan (ESPP).
• Comprehensive benefits including medical, dental, vision, retirement, wellness and more.
• Hybrid work: 3 days in office / 2 days remote.