Head of Business (EMEA)

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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.

We are now looking for a Head of Business to lead the commercial adoption of this new platform in EMEA. This is asenior executive position combining business leadership, enterprise customer engagement, and field organization building. You will play a critical role in shaping the go-to-market motion for a new platform offering, starting with market validation and progressing to a scalable, sales-led execution model.

Key responsibilities

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).
• Conductsales-led engagement activities to validate problem relevance, buying signals, and potential commercial paths.
• Orchestrate earlyPoCs and evaluationsin 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.

We are an equal opportunity employer

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