Business Development Manager (Netherlands)

JetBrains

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’re looking for a Growth Manager to own the acquisition, onboarding, and activation journey of JetBrains AI for teams and organizations. In this role, you’ll help users discover JetBrains AI through JetBrains product surfaces, clarify its value in their development workflows, and reach meaningful product usage as quickly as possible. You’ll work on product entry points, trial starts, demo and sandbox experiences, onboarding flows, setup journeys, guided education, and activation experiments that help the right audience become active JetBrains AI users. KEY RESPONSIBILITIES: * Own the acquisition, onboarding, and activation journey of JetBrains AI for teams and organizations. * Define, measure, and improve the path from relevant product entry points to meaningful product usage. * Optimize acquisition flows across JetBrains entry points, including IDEs, desktop products, plugins, account flows, contextual prompts, and others. * Create and improve self-service paths into JetBrains AI, including trial starts, guided demos, sandbox experiences, interactive walkthroughs, and setup flows. * Design and iterate on onboarding, guided product education, first-run experiences, contextual prompts, empty states, and other moments that help users discover value. * Identify friction points across entry, signup, setup, onboarding, trial, and first-use flows, and turn them into clear product opportunities. * Lead experiments aimed at improving acquisition conversion, onboarding completion, trial-to-active conversion, activation, and early repeated usage. * Partner with the Marketing department on acquisition journeys, campaign-to-product continuity, life cycle flows, and the transition from marketing touchpoints to product experience. * Partner with monetization specialists on trial experience, upgrade prompts, usage limits, and commercial constraints. * Work closely with design, engineering, analytics, research, marketing, monetization, and other product teams to ship measurable improvements to the early user journey. * Establish clear growth hypotheses, prioritize experiments, analyze results, and turn learnings into product and business decisions.   WE’LL BE HAPPY TO HAVE YOU ON OUR TEAM IF YOU: * Have experience in onboarding, activation, and driving product-led growth in developer tools, SaaS, or AI products. * Have worked on improving acquisition-to-activation funnels, product entry points, onboarding flows, trial experiences, or new-user experiences. * Understand how to connect marketing touchpoints with product-side acquisition into a coherent user journey. * Are comfortable using product analytics, funnels, cohorts, segmentation, and qualitative insights to understand user behavior. * Have experience designing, running, and interpreting product experiments. * Can translate ambiguous growth problems into focused hypotheses, product changes, and measurable outcomes. * Understand how to help users reach value quickly without relying on heavy sales assistance or manual onboarding. * Have strong UX judgment and care about reducing friction, clarifying value, and building trust with users. * Can collaborate effectively with engineering, design, analytics, marketing, monetization, research, and other product teams. * Communicate clearly and can align stakeholders around funnel insights, growth priorities, and experiment results. WE’LL BE ESPECIALLY THRILLED IF YOU: * Have experience with AI-powered products, developer tools, IDEs, DevOps platforms, or software engineering workflows. * Have designed acquisition, onboarding, or activation experiences for complex technical products. * Have worked on product-led acquisition from owned product surfaces, such as in-app prompts, contextual entry points, trial starts, demos, sandboxes, and interactive walkthroughs. * Understand product-led growth in B2B or prosumer products, especially where individual users can influence wider adoption. * Are familiar with behavioral analytics tools, experimentation platforms, funnel analysis, cohort analysis, and activation modeling. * Have a strong intuition for developer audiences and understand their expectations around control, transparency, low friction, and practical value. WHY JOIN JETBRAINS?  * Strong base salary. We offer competitive pay that reflects your skills and experience. * Flexible work location. Enjoy the freedom to work from home or from the office. * Remote work. Spend up to 30 days per year working remotely from abroad. * Extra time off. More days to relax, recharge, and do the things you love. * Medical insurance allowance. Enjoy peace of mind for you and your family * Learning and development opportunities. Access to conferences, courses, and language classes. * Language classes. Pick up the local language or sharpen your English skills. * Fuel your day. Enjoy a hot meal or receive a lunch allowance on workdays. * Mental health support. To help you feel your best, we provide easy access to professional mental health services. * Sports benefit. Enjoy an on-site gym or sports club stipend. * Internal events. Join company-wide celebrations and team gatherings. *Some benefits may vary depending on location. x #LI-KL1  We are an equal opportunity employer We know great ideas can come from anyone, anywhere. That’s why we do our best to create an open and inclusive workplace – one that welcomes everyone regardless of their background, identity, religion, age, accessibility needs, or orientation. We process the data provided in your job application in accordance with the Recruitment Privacy Policy.

JetBrains

You enjoy turning messy signals into clear action. You look at product usage, marketing engagement, and account activity and immediately start thinking about what should happen next. You care about building systems that help teams move faster, make better decisions, and focus on the opportunities that matter most. If you like connecting data, processes, and people to create measurable business impact, this role is for you. ABOUT JETBRAINS We create intelligent software development tools for developers and teams. More than 15 million users, over 300,000 companies, and 88 of the Fortune Global Top 100 companies rely on our products to solve real, complex problems. Our mission is simple: make development teams more productive and AI adoptable at scale. ABOUT THE ROLE We're building an AI-native platform for software development that connects developer workflows, team collaboration, and organizational governance into a single system. It will serve as the execution and control layer for AI-driven software development and is a key part of how we see the future of the industry. As adoption grows, we're looking for someone to own the systems that connect product and marketing signals with commercial action. The goal is simple: help the right users and accounts reach the right people at the right time. You'll own the workflow that turns product usage, marketing engagement, account activity, and buying signals into qualified opportunities. You'll work across product, marketing, sales, analytics, and operations teams to build the processes, automation, and feedback loops that help us learn faster and improve conversion over time. This is a hands-on role with plenty of ownership. You'll help define how our commercial engine works as we build a new business around one of JetBrains' most strategic investments. YOUR DAY-TO-DAY * Own the end-to-end process that turns product, marketing, and account signals into qualified sales opportunities. * Define and improve qualification criteria using product usage, engagement, intent, and commercial data. * Build and maintain routing rules that connect signals with the right sales and SDR owners. * Improve how quickly and effectively opportunities move from signal detection to commercial engagement. * Maintain high-quality lead and account data through enrichment, segmentation, consolidation, and cleanup processes. * Partner with product, marketing, sales, analytics, and operations teams to improve workflows and automation. * Create feedback loops that connect sales outcomes with product and marketing signals. * Identify bottlenecks in the funnel and fix them through process changes, automation, reporting, or data improvements. * Translate business needs into clear requirements for CRM workflows, integrations, dashboards, and operational tooling. * Measure the effectiveness of qualification, routing, and engagement processes and continuously improve them. WHAT YOU'LL BRING * A strong sense of ownership and a desire to improve systems rather than work around them. * Good commercial judgment and the ability to distinguish genuine buying intent from noise. * An analytical mindset that helps you turn data into practical decisions. * Comfort working independently in environments where not everything is defined yet. * A bias toward action. You like testing ideas, learning from results, and iterating quickly. * Strong collaboration skills and the ability to build trust across different teams and functions. * Attention to detail without losing sight of the bigger picture. * Curiosity about how product adoption, customer behavior, and commercial outcomes connect. WHAT YOU'LL NEED * Experience in growth operations, revenue operations, sales operations, sales strategy, or a similar role in a B2B software or technology company. * A solid understanding of sales and marketing funnels, including qualification, Sales Development Representative workflows, account prioritization, pipeline creation, and conversion tracking. * The ability to define qualification frameworks, routing logic, and operational processes that can be implemented and scaled. * Experience working with CRM platforms, marketing automation tools, sales engagement platforms, enrichment tools, analytics systems, or workflow automation solutions. * Confidence working with product usage, account, marketing, and sales data. * The ability to translate business requirements into operational or technical solutions. * Experience partnering closely with commercial teams and improving the processes they rely on every day. WHAT SUCCESS LOOKS LIKE After your first year, the process for turning product and marketing signals into sales action is faster, clearer, and trusted by the teams using it. Sales and SDR teams know they're receiving higher-quality opportunities. Product and marketing teams have better visibility into which signals actually predict conversion. Leadership has a clearer view of funnel performance and where to invest. Most importantly, the system continuously improves because the feedback loops, data quality, and operational foundations are in place. WHY JOIN JETBRAINS? * Strong base salary. We offer competitive pay that reflects your skills and experience. * Flexible work location. Enjoy the freedom to work from home or from the office. * Remote work. Spend up to 30 days per year working remotely from abroad. * Extra time off. More days to relax, recharge, and do the things you love. * Medical insurance allowance. Enjoy peace of mind for you and your family * Learning and development opportunities. Access to conferences, courses, and language classes. * Relocation support. We help make your move as smooth and stress-free as possible. * Language classes. Pick up the local language or sharpen your English skills. * Fuel your day. Enjoy a hot meal or receive a lunch allowance on workdays. * Mental health support. To help you feel your best, we provide easy access to professional mental health services. * Sports benefit. Enjoy an on-site gym or sports club stipend. * Internal events. Join company-wide celebrations and team gatherings. *Some benefits may vary depending on location. #LI-HYBRID #LI-JP1  We are an equal opportunity employer We know great ideas can come from anyone, anywhere. That’s why we do our best to create an open and inclusive workplace – one that welcomes everyone regardless of their background, identity, religion, age, accessibility needs, or orientation. We process the data provided in your job application in accordance with the Recruitment Privacy Policy.

JetBrains

You understand how complex software delivery can get, and you know how to help engineering teams navigate that complexity. You are a technical advisor who listens closely, speaks clearly, and enjoys helping others solve real infrastructure and workflow challenges. ABOUT JETBRAINS We create intelligent software development tools for developers and teams. More than 15 million users, over 300,000 organizations, and 88 of the Fortune Global Top 100 companies rely on our products to solve real, complex problems. Our mission is simple: make development teams more productive and AI adoptable at scale. WHAT YOU’LL DO TeamCity is our powerful CI/CD solution, trusted by teams of all sizes to build, test, and deliver software reliably. As our user base grows and enterprise pipelines become more complex, our customers face evolving technical and architectural choices. We need someone who can step in as a trusted technical point of contact to ensure these teams get maximum value from TeamCity, overcome structural bottlenecks, and scale their infrastructure smoothly. In this role, you will bridge the gap between our users and our internal product teams. You will own the technical relationships for a dedicated portfolio of accounts, ensuring their technical realities and feedback directly shape how we develop TeamCity. You will collaborate closely with Sales to map out long-term account plans, help product teams validate new ideas directly with users, and work independently within a highly distributed global team. Day to day, you will: * Manage technical relationships for a portfolio of accounts, proactively supporting their growth and keeping them updated on product developments. * Help customers adopt TeamCity by assisting with architecture design and guiding them through technical or organizational shifts. * Hold regular discovery calls to understand how teams use the product, spot potential issues early, and suggest new features or optimizations. * Monitor customer adoption, satisfaction, and overall account health to ensure successful outcomes and renewals. * Connect with product teams to present new product ideas and evaluate their fit with your portfolio. * Handle customer escalations, balancing expectations between the internal product team and the customer. * Travel internationally approximately 20% of the time to visit customer offices or meet face to face at conferences. * Partner with Sales to facilitate account expansions by developing short-term and long-term account plans. WHAT YOU’LL BRING * An empathetic, consultant-minded approach to solving technical and business problems for engineering teams. * Clear ownership of outcomes, with the ability to work independently across countries and time zones. * A collaborative mindset that thrives on building deep, trust-based relationships with external stakeholders. * The ability to stay grounded, organized, and flexible when handling customer escalations and shifting priorities. * Curiosity about how different teams build software and a drive to constantly improve existing systems. * Comfort communicating complex engineering concepts clearly to audiences of varying technical backgrounds. WHAT YOU’LL NEED * Proven experience in technical consulting, technical customer success, solution engineering, or a similar customer-facing technical role. * Hands-on experience with DevOps practices and tooling, including CI/CD systems, source control platforms, cloud infrastructure, and containerized environments. * Proficiency with software development tools, gained through practical work in software development, QA, system administration, or release automation. * A practical understanding or hands-on exposure to AI/LLM applications within software development workflows. * Professional fluency in English, with strong verbal and written communication skills for remote and in-person presentations, product demos, and roadmap discussions. * The ability to travel internationally as required by the role. WHAT SUCCESS LOOKS LIKE Success in this role means earning your customers' trust through sound architectural guidance and reliable support. You will know you are succeeding when your accounts show high health scores, smooth renewal rates, and clear optimization of their TeamCity setups. Ultimately, your impact will come from turning complex technical challenges into predictable workflows, ensuring our product team receives actionable feedback, and leaving our customers' development pipelines in a better state than you found them. WHY JOIN JETBRAINS? * Strong base salary. We offer competitive pay that reflects your skills and experience. * Flexible work schedule. Enjoy the freedom to work from home or from the office. * Extra time off. More days to relax, recharge, and do the things you love. * Learning and development opportunities. Access to conferences, courses, and language classes. * Relocation support. Assistance to help make your move as smooth and stress-free as possible. * Free meals and snacks. Lunch and refreshments provided to keep you fueled. * Health and wellness. On-site gyms or sports club stipends. * Internal events. Company-wide celebrations and team gatherings. *Some benefits may vary depending on location. We are an equal opportunity employer. We know great ideas can come from anyone, anywhere. That’s why we do our best to create an open and inclusive workplace – one that welcomes everyone regardless of their background, identity, religion, age, accessibility needs, or orientation. If this sounds like you, we’d love to hear from you. #LI-HYBRID #LI-HYBRID #LI-YY1 We are an equal opportunity employer We know great ideas can come from anyone, anywhere. That’s why we do our best to create an open and inclusive workplace – one that welcomes everyone regardless of their background, identity, religion, age, accessibility needs, or orientation. We process the data provided in your job application in accordance with the Recruitment Privacy Policy.