Senior Enterprise Account Executive - New Business

About the Position

Senior Enterprise Account Executive - New Business

Are you an enterprise sales professional who treats business development as a craft, not just a numbers game? Do you want to move past transactional, inbound-dependent selling to open major accounts from scratch, taking full ownership of the sales narrative for an early-stage product where technical credibility and strategic context matter?

About JetBrains

We create intelligent software development tools for developers and teams. More than 15 million users, over 300,000 companies, and 88 of the Fortune Global Top 100 rely on our products to solve real, complex problems. Our mission is simple: make development teams more productive and AI adoptable at scale.

Responsibilities

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.

Day to day, you will:

• 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.

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.

Skills

• Core Skills: Enterprise Sales, B2B Sales, Outbound Sales, Technical Sales, Strategic Selling, Enterprise Account Management, Sales Strategy, Pipeline Generation, Relationship Building, Negotiation
• Secondary Skills: Fluency in English, Strategic Thinking, Communication Skills, Adaptability, Resilience

We Offer

• Strong base salary
• Flexible work schedule
• Extra time off
• Learning and development opportunities
• Relocation support
• Free meals and snacks
• Health and wellness benefits
• Internal events

About the Company

We are an equal opportunity employer. We know great ideas can come from anyone, anywhere. That’s why we do our best to create an open and inclusive workplace – one that welcomes everyone regardless of their background, identity, religion, age, accessibility needs, or orientation.

If this approach to building enterprise relationships matches your style, we would love to receive your application.

We are an equal opportunity employer

We know great ideas can come from anyone, anywhere. That’s why we do our best to create an open and inclusive workplace – one that welcomes everyone regardless of their background, identity, religion, age, accessibility needs, or orientation.

We process the data provided in your job application in accordance with the Recruitment Privacy Policy.

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