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Head of Business (EMEA)

icon building Unternehmen : Jetbrains
icon briefcase Auftragstyp : Vollzeit

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Arbeitsbeschreibung - Head of Business (EMEA)

#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.


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