JetBrains - Senior Enterprise Account Executive - New Business
Requirements
• A problem-solving mindset that enjoys turning early-stage product complexity into clear, structured business value. • The autonomy to drive enterprise deals independently and take full accountability for the revenue outcomes. • Strong communication skills, with the ability to discuss technical engineering concepts intelligently with developers and financial realities with executives. • A commitment to building long-term trust with clients over securing quick, transactional wins. • Resilience and adaptability when navigating the ambiguous, evolving landscape of a new product launch. • A proven track record of closing enterprise B2B sales for highly technical products, such as developer tools, observability, infrastructure, cloud, or security software. • The demonstrated capability to open major enterprise accounts from zero without relying on pre-existing inbound leads. • An established professional network among engineering leaders and senior technology executives. • Hands-on experience navigating complex enterprise procurement, legal frameworks, compliance hurdles, and information security evaluations. • Strong command of strategic outbound pipeline generation methodologies. • Fluency in written and spoken English for daily collaboration across international teams and client organizations. • What success looks like • Success means establishing predictable, scalable enterprise sales for AppGlass. You will earn the trust of the team by consistently securing qualified meetings with enterprise decision-makers and turning raw outreach into active, progressing pilot programs. You win when you navigate complex security and procurement hurdles smoothly, converting early-stage pilots into stable, long-term paid commercial agreements that validate our market positioning and drive sustainable revenue growth.
Responsibilities
• Enterprise software sales requires deep technical curiosity and real ownership, especially when introducing a completely new product category. AppGlass is our new AI-powered production debugging product designed to help engineering teams investigate complex issues directly within running applications. Because this is an early-stage product, we are building our enterprise pipeline from the ground up, moving past inherited inbound funnels to establish direct relationships with engineering leaders. • In this role, you will lead the full outbound enterprise sales execution for AppGlass across Europe. You will work independently to self-source opportunities, map complex organization structures, and gain access to senior technical decision-makers. You will collaborate closely with our Product Lead to refine our Ideal Customer Profile (ICP), funnel strategy, and product messaging based on real-world interactions. You will own the entire commercial relationship – from initial discovery through security, procurement, and contract execution – directly influencing how our product scales in the global enterprise market. • Identify and reach relevant engineering decision-makers within target enterprise accounts. • Source your own sales pipeline through professional networking, targeted outreach, referrals, and industry events. • Lead comprehensive discovery sessions and commercial conversations with technical champions and economic buyers. • Drive enterprise pilot programs forward, ensuring clear alignment between user feedback and commercial goals. • Navigate complex security reviews, legal negotiations, procurement cycles, and vendor onboarding processes. • Negotiate and finalize B2B commercial agreements to secure new enterprise customers. • Deliver structured feedback from prospects to product teams to help continuously refine positioning and features.
Benefits
• Strong base salary – We offer competitive pay that reflects your skills and experience. • Flexible work schedule – Enjoy the freedom to work from home or from the office. • Extra time off – More days to relax, recharge, and do the things you love. • Learning and development opportunities – Access to conferences, courses, and language classes. • Relocation support – Assistance to help make your move as smooth and stress-free as possible. • Free meals and snacks – Lunch and refreshments provided to keep you fueled. • Health and wellness – On-site gyms or sports club stipends. • Internal events – Company-wide celebrations and team gatherings.
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