JetBrains

Head of Business (EMEA)

Stellenbeschreibung:

At JetBrains, we’re building an AI-native platform for software development that connects developer workflows, team-level collaboration, and organizational control into a single coherent system. This platform will serve as the execution and governance layer for AI-driven development, deeply integrated with developer tools but designed to work across teams, products, and environments. This is a long-term strategic investment for JetBrains and a key pillar of our vision for the future of software development.

Market validation and design partners

  • Identify, select, and manage strategic design partners aligned with product priorities, including agentic execution, AI governance, control, and cost management.
  • Engage with enterprise customers that demonstrate clear organizational pain and active buying interest at senior technical and platform leadership levels (EM, TL, CTO, Platform leadership).
  • Conduct sales-led engagement activities to validate problem relevance, buying signals, and potential commercial paths.
  • Orchestrate early PoCs and evaluations in close collaboration with professional services and field stakeholders.
  • Secure launch-ready qualitative customer testimonials confirming problem relevance and strategic value (non-commercial, non-ROI based).

Success Criteria

  • Connect qualified design partners with identified buyers and validated deal hypotheses.

Commercial Scaling And Field Execution

  • Translate early customer learnings into repeatable sales playbooks and engagement models.
  • Establish clear ownership, operating cadence, and collaboration models across field functions.
  • Own pipeline strategy, deal qualification, and commercial progression in close partnership with Sales leadership.
  • Close initial commercial contracts and expand early customers into long-term reference accounts.

Success Criteria

  • Secure signed commercial agreements with enterprise customers.
  • Create a scalable, sales-led field execution model established for EMEA.

Leadership And Team Building

  • Build and mentor a lean, senior field team capable of operating in early-stage and ambiguous product environments.
  • Set clear expectations, decision frameworks, and execution standards across the organization.
  • Act as a regional business leader, representing EMEA customer needs internally and shaping product and go-to-market priorities.
  • Foster strong collaboration between product, engineering, sales, and services teams.
  • Build, structure, and lead a high-impact EMEA field organization, including Field Development Engineering, Solution Architecture, Professional Services, and Field Marketing.

Requirements

  • Senior experience driving sales-led growth for B2B platforms, developer tools, or infrastructure products.
  • Hands-on background in professional services, consulting, or complex enterprise customer engagements.
  • Strong grasp of AI-driven platforms and enterprise adoption challenges.
  • Comfortable leading in early-stage, evolving product contexts, including closing first strategic deals and building teams from the ground up.

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Stelleninformationen

  • Veröffentlichungsdatum:

    21 Feb 2026
  • Standort:

    Berlin
  • Typ:

    Vollzeit
  • Arbeitsmodell:

    Vor Ort
  • Kategorie:

  • Erfahrung:

    2+ years
  • Arbeitsverhältnis:

    Angestellt

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