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About the Role

This role involves leading outbound enterprise sales for AppGlass, an early-stage AI-powered production debugging product. You will build enterprise pipelines from scratch, establish direct relationships with engineering leaders, and take ownership of the sales narrative for a new product category.

Responsibilities

• 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 proven track record of closing enterprise B2B sales for highly technical products, such as developer tools, observability, infrastructure, cloud, or security software.
• 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.

Skills

• Technical curiosity
• Problem-solving mindset
• Autonomy
• Strong communication skills
• Ability to discuss technical engineering concepts
• Ability to discuss financial realities
• Commitment to building long-term trust
• Resilience
• Adaptability

Location

• Europe

Work Type

• Remote
• Work from home
• Work from the office

Experience Level

• Enterprise sales professional
• Senior

Salary/Compensations

• Competitive pay that reflects your skills and experience

Benefits

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

About the Company

• JetBrains creates 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.
• Our mission is to make development teams more productive and AI adoptable at scale.

Equal Opportunity

• We are an equal opportunity employer.
• We know great ideas can come from anyone, anywhere.
• 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.