Head of Business (EMEA)

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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