#LI-HYBRID #LI-EY1
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 a senior 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).
- 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.
We are an equal opportunity employer
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