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

Job description

JetBrains 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 without 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. Two types of strengths we welcome. Depending on where you shine, your focus may lean towards one of these: • New business. You enjoy winning new customers. You run the full sales cycle, from discovery calls through to closing, with a focus on driving new revenue and building the pipeline across segments without a dedicated account owner. Expect a high volume of calls and conversations, with lead generation support from agencies and AI-assisted outreach. • Account growth. You enjoy growing and protecting existing customers. You manage relationships with strategic accounts, expand adoption across the JetBrains ecosystem, and secure renewals. In this role, you will: Grow a global portfolio • Manage all B2B customers in your segment who do not have an assigned KAM. • 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 on-time renewals 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, Custom