Account Manager (B2B Global Accounts without KAM Coverage)

About the role

JetBrains, which builds tools for developers such as IntelliJ IDEA, PyCharm, WebStorm, Rider, TeamCity and AI-powered tools, is looking for a proactive, relationship-oriented Account Manager for its largest B2B segment: global customers without a dedicated Key Account Manager. The role covers accounts ranging from fast-growing startups to large international organizations, combining strategic work with high-value accounts and a programmatic model for long-tail customers.

The position suits two profiles: new business, running the full sales cycle from discovery to close; or account growth, managing relationships with strategic accounts, expanding adoption and securing renewals.

Key responsibilities

• Grow a global portfolio of B2B customers without a KAM, from startups to global corporations, and build relationships with technical and business stakeholders.
• Identify and drive upsell, cross-sell and multi-product expansion opportunities (IDEs, AI solutions, Team Tools).
• Grow recurring revenue by converting trials, expanding usage and positioning higher-value editions, and secure on-time renewals while preventing churn.
• Analyze account potential and prioritize focus using a data-driven, programmatic approach.
• Monitor product usage, renewal cycles, lead history and support signals, and act early on risks with engagement campaigns.
• Run full-funnel sales motions: qualify inbound leads, run discovery, prepare proposals and forecast accurately.
• Collaborate with Customer Success Engineering, Business Development, Product, Marketing, Sales Excellence and KAM teams, and bring customer insights back to product strategy and messaging.
• Maintain a clean CRM pipeline, use segmentation and playbooks to scale outreach, and take part in events and webinars.

Required profile

• Roughly 2-4 years of experience in Account Management, Customer Success or Sales, ideally in SaaS or developer tools.
• Proven success in upsell, cross-sell, renewal or expansion motions.
• Fluent English (C1/C2); knowledge of another language is a big plus.

Required skills

• Experience with CRM systems (Salesforce preferred) and modern sales tooling.
• Strong relationship-building skills and ability to manage a high-volume portfolio.