Senior Enterprise Account Executive – New Business

About JetBrains

JetBrains creates intelligent software development tools that help developers and teams build better software. More than 15 million users, 300,000+ companies, and 88 of the Fortune Global Top 100 rely on our products to solve complex development challenges.

Our mission is simple: make development teams more productive and accelerate AI adoption at scale.

The Role

We are looking for an experienced Enterprise Sales Professional to drive outbound sales for AppGlass, JetBrains’ AI-powered production debugging solution.

This is an opportunity to help build a new enterprise business from the ground up. You will own the entire sales lifecycle—from identifying prospects and opening new enterprise accounts to negotiating commercial agreements and closing strategic deals. Working closely with the Product Lead, you will also help shape our Ideal Customer Profile (ICP), sales strategy, and product positioning based on customer insights.

What You’ll Do

• Build and manage a self-generated enterprise sales pipeline across Europe.
• Identify and engage engineering leaders and senior technical decision-makers within target organizations.
• Generate opportunities through networking, outbound prospecting, referrals, and industry events.
• Lead discovery meetings and commercial discussions with both technical stakeholders and executive buyers.
• Manage enterprise pilot programs while aligning customer feedback with commercial objectives.
• Navigate complex procurement processes, security reviews, legal negotiations, and vendor onboarding.
• Negotiate and close enterprise B2B commercial agreements.
• Provide structured market and customer feedback to product teams to help refine product strategy and positioning.

What You’ll Bring

• A problem-solving mindset with the ability to translate technical complexity into business value.
• The ability to independently manage enterprise sales opportunities and take ownership of revenue outcomes.
• Excellent communication skills with the confidence to engage both engineering teams and executive stakeholders.
• A consultative approach focused on building long-term customer relationships.
• Resilience, adaptability, and comfort working in an early-stage product environment.

What You’ll Need

• Proven success closing enterprise B2B sales for highly technical solutions such as developer tools, cloud platforms, infrastructure, observability, or security software.
• Demonstrated ability to open and grow major enterprise accounts through outbound business development.
• An established network of engineering leaders and senior technology decision-makers.
• Experience managing enterprise procurement processes, legal negotiations, compliance requirements, and information security reviews.
• Strong expertise in strategic outbound sales and pipeline generation.
• Fluent written and spoken English.

What Success Looks Like

• Build a predictable and scalable enterprise sales pipeline for AppGlass.
• Consistently secure qualified meetings with enterprise decision-makers.
• Convert outbound opportunities into successful pilot programs.
• Successfully guide customers through procurement, legal, and security processes.
• Turn pilot engagements into long-term commercial partnerships that drive sustainable business growth.

Why Join JetBrains?

• Competitive salary based on your skills and experience.
• Flexible work arrangements with the option to work from home or the office.
• Generous paid time off.
• Learning and development opportunities, including conferences, courses, and language classes.
• Relocation assistance.
• Free meals and snacks.
• Health and wellness benefits, including on-site gyms or sports club subsidies.
• Company events and team celebrations.

Diversity & Inclusion

JetBrains is committed to creating an inclusive workplace where everyone has the opportunity to succeed. We welcome applicants of all backgrounds and make employment decisions without regard to race, religion, gender, gender identity, sexual orientation, age, disability, or any other protected characteristic.

Join Us

If you’re passionate about building enterprise relationships, thrive in outbound sales, and want to shape the commercial success of an innovative AI product, we’d love to hear from you.