Senior Enterprise Account Executive - New Business
About the role
Senior Enterprise Account Executive - New Business
JetBrains is seeking an experienced enterprise sales professional to lead outbound sales for AppGlass, an AI-powered production debugging product designed for engineering teams. This is a ground-up opportunity to build enterprise sales capability across Europe, moving beyond transactional selling to establish direct relationships with senior technical decision-makers.
Key Responsibilities
Self-source and identify relevant engineering decision-makers within target enterprise accounts
Build sales pipeline through professional networking, targeted outreach, referrals, and industry events
Lead comprehensive discovery and commercial conversations with technical champions and economic buyers
Drive enterprise pilot programs, ensuring alignment between user feedback and commercial objectives
Navigate complex security reviews, legal negotiations, procurement cycles, and vendor onboarding
Negotiate and finalize B2B commercial agreements for new enterprise customers
Deliver structured feedback from prospects to product teams to refine positioning
Requirements
Proven track record closing enterprise B2B sales for highly technical products (developer tools, observability, infrastructure, cloud, security)
Demonstrated ability to open major enterprise accounts independently without relying on inbound leads
Established professional network among engineering leaders and senior technology executives
Hands-on experience navigating enterprise procurement, legal frameworks, compliance, and information security evaluations
Strong strategic outbound pipeline generation methodologies
Fluent English for international collaboration
Problem-solving mindset and ability to discuss technical concepts with developers and financial realities with executives