Account Manager (B2B Segment – Global Accounts without KAM coverage)

Описание вакансии

At JetBrains, we create intelligent tools that help developers work smarter. For more than 25 years, our products - IntelliJ IDEA, PyCharm, WebStorm, Rider, TeamCity, Space, AI-powered tools, and many others – have been shaping the global software ecosystem. Millions of developers and thousands of companies worldwide rely on JetBrains to build, ship, and scale their software.

We are looking for a proactive and relationship-oriented Account Manager to support the largest and most diverse B2B segment at JetBrains. This role covers all global customers who do not have a dedicated Key Account Manager. These accounts range from fast-growing startups to large international organizations, representing substantial potential for expansion, cross-sell, and long-term partnerships.

You will drive new revenue, protect renewals, and help customers adopt more of the JetBrains ecosystem – including IDEs, AI offerings, and team tools. The role combines strategic work with high-value accounts and a programmatic model for long-tail customers at scale.

In this role, you will:

Grow a global portfolio

• Manage all B2B customers in your segment without assigned KAM coverage.
• Work with companies of all sizes—startups, scale-ups, and global corporations.
• Develop strong relationships with technical and business stakeholders.
• Identify and drive upsell, cross-sell, and multi-product expansion opportunities (IDEs, AI solutions, Team Tools).

Drive new and recurring revenue

• Grow new recurring revenue by converting trials, expanding usage, and positioning higher-value editions.
• Secure renewals on time and prevent churn through consistent, proactive engagement.
• Analyze account potential and prioritize focus using a data-driven, programmatic approach.

Expand adoption & prevent churn

• Monitor product usage, renewal cycles, lead history, support signals, and customer behavior.
• Act early on risks and build engagement campaigns (inbound and outbound) across your segment.
• Ensure customers gain full value from JetBrains tools and are aware of the broader JetBrains product ecosystem.

Run full-funnel sales motions

• Work with inbound leads, trials, demos, evaluations, and outbound opportunities.
• Qualify opportunities, run discovery, prepare proposals, and guide customers through the full sales cycle.
• Maintain clear next steps and accurate forecasting.

Collaborate cross-functionally

• Partner with Customer Success Engineering for technical deep dives and evaluations.
• Work with Business Development, Product, Marketing, Sales Excellence, and KAM teams on joint initiatives.
• Bring structured customer insights back to influence product strategy and messaging.

Ensure operational excellence

• Maintain a clean, accurate CRM pipeline with clear next steps and deal context.
• Use segmentation and playbooks to scale outreach across thousands of accounts.
• Participate in events, webinars, and community activities to strengthen relationships with the developer audience.

We’d love to hear from you if you have:

• Roughly 2-4 years of experience in Account Management, Customer Success, or Sales (ideally in SaaS or developer tools).
• Strong relationship-building skills and the ability to manage a high-volume portfolio.
• Proven success in upsell, cross-sell, renewal, or expansion motions.
• An analytical approach to pipeline management and account prioritization.
• Confidence working with technical audiences and motivation to learn JetBrains products deeply.
• Experience with CRM systems (Salesforce preferred) and modern sales tooling.
• Fluent English (C1/C2) required.
• Additional languages such as Spanish or Portuguese are a plus.

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