JetBrains

Account Manager – B2B Segment, Global Accounts

JetBrains

full-time

Posted on:

Location Type: Remote

Location: California • New Jersey • United States

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About the role

  • 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.

Requirements

  • 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.
Benefits
  • We are an equal opportunity employer
  • Create an open and inclusive workplace – one that welcomes everyone regardless of their background, identity, religion, age, accessibility needs, or orientation.
  • Process the data provided in your job application in accordance with the Recruitment Privacy Policy.
Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools
Account ManagementCustomer SuccessSalesUpsellCross-sellRenewalAnalytical approachPipeline managementAccount prioritizationTechnical audience engagement
Soft Skills
Relationship-buildingProactive engagementCollaborationCommunicationOrganizational skillsCustomer insightsInfluencing product strategyEngagement campaign developmentProblem-solvingAdaptability