[Hiring] Senior Enterprise Account Executive @JetBrains

Role Description

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?

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.

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.

Qualifications

• 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.

Requirements

• 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.

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.