Senior Enterprise Account Executive - New Business

About JetBrains

JetBrains specializes in creating innovative software development tools used by over 15 million developers and more than 300,000 companies worldwide, including 88 of the Fortune Global Top 100. Our core mission is to boost the productivity of development teams and facilitate enterprise-wide AI adoption.

Role Overview

We are seeking a Senior Enterprise Account Executive to lead outbound sales efforts for AppGlass, our new AI-powered debugging tool designed for engineering teams to investigate complex application issues directly. This is a unique opportunity to build and nurture key enterprise accounts from the ground up, focusing on strategic, technically-informed sales rather than inbound leads.

Key Responsibilities

• Target and engage decision-makers within engineering and technical leadership at enterprise organizations.
• Independently source and develop a robust sales pipeline through networking, outreach, referrals, and events.
• Conduct in-depth discovery meetings and commercial discussions with technical champions and financial stakeholders.
• Lead enterprise pilot initiatives ensuring alignment between user insights and commercial objectives.
• Manage complex enterprise processes including security evaluations, legal negotiations, procurement cycles, and vendor onboarding.
• Negotiate and close commercial B2B contracts with new enterprise clients.
• Provide structured feedback to product teams to refine AppGlass's market fit and features.

Required Skills and Experience

• Proven expertise in closing enterprise B2B sales for technical products such as developer tools, cloud infrastructure, observability, or security software.
• Experience initiating and developing major enterprise accounts independently without relying on inbound leads.
• Established professional connections with engineering leaders and senior technical executives.
• Proficiency navigating complex enterprise procurement, legal compliance, and information security processes.
• Strong strategic skills in outbound pipeline development.
• Fluent in both written and spoken English for seamless collaboration in multinational environments.

Desired Qualities

• Analytical mindset focused on translating early-stage product intricacies into business value.
• Self-driven and accountable for driving enterprise revenue results independently.
• Excellent communication skills bridging technical and financial discussions.
• Commitment to cultivating long-term client relationships over short-term sales.
• Resilience and adaptability in a dynamic and evolving product launch scenario.

Success Indicators

Success will be measured by establishing a scalable, predictable enterprise sales funnel, consistently securing meetings with decision-makers, advancing pilot projects, and converting these into sustained, paid contracts that affirm market positioning and support revenue growth.

Benefits

• Competitive salary reflecting your expertise and experience.
• Flexible working hours with options to work remotely or onsite.
• Additional time off for personal rest and activities.
• Opportunities for professional growth including conferences, training, and language courses.
• Relocation support for smooth transitions.
• Complimentary meals and snacks during workdays.
• Health and wellness initiatives such as gym access or sports stipends.
• Engaging company events and team activities.

Equal Opportunity Employer Statement

We embrace diversity and inclusion, fostering a welcoming workplace that values all individuals regardless of background, identity, religion, age, accessibility, or orientation.