ppAre 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? bAbout JetBrains /b 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. bWhat You’ll Do /b 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 Idóneo 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. bDay To Day, You Will /b /pulliIdentify and reach relevant engineering decision-makers within target enterprise accounts. /liliSource your own sales pipeline through professional networking, targeted outreach, referrals, and industry events.



/liliLead comprehensive discovery sessions and commercial conversations with technical champions and economic buyers. /liliDrive enterprise pilot programs forward, ensuring clear alignment between user feedback and commercial goals. /liliNavigate complex security reviews, legal negotiations, procurement cycles, and vendor onboarding processes. /liliNegotiate and finalize B2B commercial agreements to secure new enterprise customers. /liliDeliver structured feedback from prospects to product teams to help continuously refine positioning and features. /li /ul bWhat You’ll Bring /b ulliA problem-solving mindset that enjoys turning early-stage product complexity into clear, structured business value. /liliThe autonomy to drive enterprise deals independently and take full accountability for the revenue outcomes. /liliStrong communication skills, with the ability to discuss technical engineering concepts intelligently with developers and financial realities with executives. /liliA commitment to building long-term trust with clients over securing quick, transactional wins. /liliResilience and adaptability when navigating the ambiguous, evolving landscape of a new product launch. /li /ul bWhat You’ll Need /b ulliA proven track record of closing enterprise B2B sales for highly technical products, such as developer tools, observability, infrastructure, cloud, or security software. /liliThe demonstrated capability to open major enterprise accounts from zero without relying on pre-existing inbound leads. /liliAn established professional network among engineering leaders and senior technology executives. /liliHands‑on experience navigating complex enterprise procurement, legal frameworks, compliance hurdles, and information security evaluations. /liliStrong command of strategic outbound pipeline generation methodologies.



/liliFluency in written and spoken English for daily collaboration across international teams and client organizations. /li /ul bWhat Success Looks Like /b Success means establishing predictable, scalable enterprise sales for AppGlass. You will earn the trust of the team by consistently securing qualified meetings with enterprise decision-makers and turning raw outreach into active, progressing pilot programs. You win when you navigate complex security and procurement hurdles smoothly, converting early-stage pilots into stable, long-term paid commercial agreements that validate our market positioning and drive sustainable revenue growth. bWhy join JetBrains? /b ulliStrong base salary – We offer competitive pay that reflects your skills and experience. /liliFlexible work schedule – Enjoy the freedom to work from home or from the office. /liliExtra time off – More days to relax, recharge, and do the things you love. /liliLearning and development opportunities – Access to conferences, courses, and language classes. /liliRelocation support – Assistance to help make your move as smooth and stress-free as possible. /liliFree meals and snacks – Lunch and refreshments provided to keep you fueled. /liliHealth and wellness – On‑site gyms or sports club stipends. /liliInternal events – Company‑wide celebrations and team gatherings. /li /ul 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 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. /p #J-18808-Ljbffr

📌 Senior Enterprise Account Executive - New Business (Madrid)
🏢 JetBrains
📍 Madrid