Technical B2B and Inside Sales Manager (m/w/d)

JetBrains

You’re a Sales Development Representative (SDR) who is ready to move to a closing role. You want to own deals, not just hand them off. You’re curious about how software gets built, and you want to learn a product well enough that developers are eager to talk to 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 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 Qodana is JetBrains’ code quality platform. The product has strong traction – developers sign up, run trials, and discover real value on their own. But converting that usage into commercial revenue needs people. This is where you come in. You’ll be the first dedicated SDR on the Qodana team, and you’ll be building on our current success and processes. That means finding opportunities by converting trial leads, hunting for new accounts alongside our sales executives, closing smaller deals yourself, occasionally presenting Qodana at industry events, and joining customer and prospect visits. You’ll also help define how the Qodana SDR function should look as it grows. This is a role that suits someone who can work independently within a developing process and is not afraid to try and learn new things.  Here’s what your day-to-day will actually look like: * Monitor Qodana trial signups and product usage signals, and reach out to high-intent users and turn free usage into commercial conversations. * Run outbound campaigns via email, LinkedIn, and phone, targeting engineering leaders, DevOps managers, and platform teams. * Displace incumbents by positioning Qodana’s value clearly and credibly. * Own and close deals up to €5,000 ARR end to end, including proposals, objection handling, negotiation, and signature. * Hand off larger opportunities to account executives with full context and clear expansion signals. * Flag renewal risk and support smaller account renewals, staying close to adoption post-sale. * Represent Qodana at developer conferences and JetBrains events across Europe. * Translate what you hear in the market – what resonates, what doesn’t, where we’re losing – into sales strategy and messaging. What you’ll bring * Genuine curiosity about how software is built. You want to understand what developers care about, not just pitch products to them. * A self-starter mindset. You don’t need a 200-page sales bible – you’re comfortable improving and changing processes if you see options for making things better. * Strong written and verbal communication. You can shift tone between a developer and an engineering manager without losing either. * Commercial instinct. You know when to push, when to listen, and when something is ready to close. * Comfort working from product and usage signals, not just cold outreach. You understand that in a PLG environment, the pipeline doesn’t always start with a call. * A sense of humor. We work hard, but we don’t take ourselves too seriously. Nerds are especially welcome. What you’ll need * Proven experience in an SDR, BDR, or inside sales role in technical B2B sales. * A genuine interest or background in developer tools, DevOps, or software engineering productivity – you don’t need to be an expert today, but you need to want to become one. * Proficiency with CRM tools (Salesforce) and sales engagement platforms such as Seismic or Leadfeeder. * Excellent written and spoken English – additional language skills are a plus. * The legal right to work in Germany. What success looks like In your first 90 days, you’ll have a trial follow-up process running, your first outbound campaigns live, and, ideally, your first closed deal. You’ll know the product well enough to hold a credible conversation with a developer. After six months, you’ll have a documented SDR playbook covering trial conversion, outbound, and event follow-up. You’ll be contributing to the pipeline consistently, and you’ll have a clear view of what the next hire in this function should look like – informed by what you’ve actually seen in the market. Why join JetBrains? * Strong base salary. We offer competitive pay that reflects your skills and experience, plus variable compensation. * Real Impact. You will see your work directly impacting Qodana’s success and strategy. * Flexible work schedule. Enjoy the freedom to work from home or from the office. * Learning and development opportunities. Access to conferences, courses, and language classes. * Full JetBrains product access. Enjoy the tools our 15 million users rely on every day. * Internal events. Company-wide celebrations and team gatherings. * Clear career path. A defined route into an account executive or sales leadership role. * Flat hierarchy. Work in a startup-type environment with the resources of an industry leader.   If this sounds like you, we’d love to hear from you. 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’re a Sales Development Representative (SDR) who is ready to move to a closing role. You want to own deals, not just hand them off. You’re curious about how software gets built, and you want to learn a product well enough that developers are eager to talk to 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 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 Qodana is JetBrains’ code quality platform. The product has strong traction – developers sign up, run trials, and discover real value on their own. But converting that usage into commercial revenue needs people. This is where you come in. You’ll be the first dedicated SDR on the Qodana team, and you’ll be building on our current success and processes. That means finding opportunities by converting trial leads, hunting for new accounts alongside our sales executives, closing smaller deals yourself, occasionally presenting Qodana at industry events, and joining customer and prospect visits. You’ll also help define how the Qodana SDR function should look as it grows. This is a role that suits someone who can work independently within a developing process and is not afraid to try and learn new things.  Here’s what your day-to-day will actually look like: * Monitor Qodana trial signups and product usage signals, and reach out to high-intent users and turn free usage into commercial conversations. * Run outbound campaigns via email, LinkedIn, and phone, targeting engineering leaders, DevOps managers, and platform teams. * Displace incumbents by positioning Qodana’s value clearly and credibly. * Own and close deals up to €5,000 ARR end to end, including proposals, objection handling, negotiation, and signature. * Hand off larger opportunities to account executives with full context and clear expansion signals. * Flag renewal risk and support smaller account renewals, staying close to adoption post-sale. * Represent Qodana at developer conferences and JetBrains events across Europe. * Translate what you hear in the market – what resonates, what doesn’t, where we’re losing – into sales strategy and messaging. What you’ll bring * Genuine curiosity about how software is built. You want to understand what developers care about, not just pitch products to them. * A self-starter mindset. You don’t need a 200-page sales bible – you’re comfortable improving and changing processes if you see options for making things better. * Strong written and verbal communication. You can shift tone between a developer and an engineering manager without losing either. * Commercial instinct. You know when to push, when to listen, and when something is ready to close. * Comfort working from product and usage signals, not just cold outreach. You understand that in a PLG environment, the pipeline doesn’t always start with a call. * A sense of humor. We work hard, but we don’t take ourselves too seriously. Nerds are especially welcome. What you’ll need * Proven experience in an SDR, BDR, or inside sales role in technical B2B sales. * A genuine interest or background in developer tools, DevOps, or software engineering productivity – you don’t need to be an expert today, but you need to want to become one. * Proficiency with CRM tools (Salesforce) and sales engagement platforms such as Seismic or Leadfeeder. * Excellent written and spoken English – additional language skills are a plus. * The legal right to work in the Netherlands or Czechia. What success looks like In your first 90 days, you’ll have a trial follow-up process running, your first outbound campaigns live, and, ideally, your first closed deal. You’ll know the product well enough to hold a credible conversation with a developer. After six months, you’ll have a documented SDR playbook covering trial conversion, outbound, and event follow-up. You’ll be contributing to the pipeline consistently, and you’ll have a clear view of what the next hire in this function should look like – informed by what you’ve actually seen in the market. Why join JetBrains? * Strong base salary. We offer competitive pay that reflects your skills and experience, plus variable compensation. * Real Impact. You will see your work directly impacting Qodana’s success and strategy. * Flexible work schedule. Enjoy the freedom to work from home or from the office. * Learning and development opportunities. Access to conferences, courses, and language classes. * Full JetBrains product access. Enjoy the tools our 15 million users rely on every day. * Internal events. Company-wide celebrations and team gatherings. * Clear career path. A defined route into an account executive or sales leadership role. * Flat hierarchy. Work in a startup-type environment with the resources of an industry leader.   If this sounds like you, we’d love to hear from you. 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.

ellamind

Agents are only as good as the team behind them. We're experienced researchers and engineers building vertical AI agents that run in production inside some of the most demanding environments there are: health insurers, banks, and the public sector, where decisions are audited and mistakes carry real consequences. At ellamind, we build vertical AI agents that go into real production inside some of the most demanding environments there are: health insurers, banks, and the public sector, where decisions are audited and mistakes carry real consequences. We're already working with enterprise customers in these regulated industries and have reached strong early ARR with almost no structured outbound. Now we're looking for a hands-on GTM & Sales Manager to own full-cycle deals and help us build a lightweight, scalable commercial engine. Our agents take on real operational bottlenecks like claims processing, dispute handling, and document-heavy workflows. We win by showing customers a working agent and then backing it up: every agent is evaluated against real criteria before go-live and stays auditable in production. That combination of seeing it work and being able to prove it is why our agents reach production when most never do. What you’ll do * Own the full sales cycle: run discovery, workshops, pilots, proposals, and negotiations with mid-market and enterprise customers in regulated industries. * Lead consultative, outcome-based sales: every engagement starts with understanding a customer's real operational bottleneck and scoping where an agent genuinely delivers. You'll guide the buy-vs-build conversation honestly, which is exactly why customers trust us. * Drive outbound and inbound: identify and prioritize target accounts in insurance, banking, and the public sector, run focused outreach, and respond quickly to inbound interest. * Build and qualify pipeline: create, manage, and progress opportunities in our CRM, keeping a healthy, well-documented pipeline. * Craft tailored value propositions: translate complex operational problems into clear ROI and a concrete path to production. * Navigate complex, multi-stakeholder deals: work across operations owners, IT, security, compliance, and procurement, common in regulated buyers. * Support GTM experiments: collaborate with founders and marketing on campaigns, events, and new channels, then bring learnings back from the field. * Improve our playbooks: refine talk tracks, sequences, collateral, and pricing/packaging feedback as we learn what works. * Be the customer's voice: systematically capture product feedback and use cases and share them with product and engineering. What we’re looking for Must-haves * 2–4 years of experience in B2B SaaS or enterprise software sales, ideally in a startup/scaleup environment. * Proven end-to-end sales experience: you've owned the full funnel (from first meeting to close), not just top-of-funnel prospecting. * Comfort with outbound: you can design and run your own outreach, and you're happy to be measured on pipeline and closed revenue. * Strong communication skills: you can explain a technical product simply, ask sharp questions in discovery, and write clear follow-ups and proposals. * Structured and data-aware: you keep CRM and forecasts up to date and like to understand your performance through numbers. * Genuine curiosity about AI: interest in how AI agents work and how customers put them into production. * Hands-on, "founder mode" mindset: you're motivated by responsibility, ambiguity, and the chance to shape how we sell. * Native or fully fluent German, plus fluent English. You'll sell to German-speaking enterprises and run client conversations, workshops, and written proposals in German, so this is essential. * On-site collaboration ≥3 days/week in Bremen or Berlin, including occasional travel to our Bremen HQ and to customer sites. * Valid EU work authorization. Nice-to-haves * Experience selling into regulated industries (insurance, banking, public sector) or other compliance-heavy, multi-stakeholder environments. * Experience selling AI, data, or infrastructure products. * Familiarity with longer sales cycles involving IT/security, legal, and procurement. * Experience with CRMs (HubSpot, Salesforce, Pipedrive) and email/sequence tools. * Exposure to simple marketing activities: webinars, events, content, or LinkedIn-led demand generation. Prior experience in an early-stage startup where processes and playbooks were still being built. What matters most We prioritize demonstrated excellence in your projects and career. If you're motivated to help enterprises put reliable AI into production, we want to hear from you, even if you don't meet every single criterion. Why this role is exciting * Step up into a higher-impact GTM role. You're not "just" an SDR or AE, you'll own end-to-end deals and help shape how we sell to some of the most demanding AI adopters in Europe. * Sell something real. Our agents already run in production at enterprise customers in regulated industries, solving bottlenecks that have buried operations teams for years. You'll sell outcomes customers can measure, not a promise. * A category that's just opening up. Most AI agents never make it out of the demo. Getting them into real, audited production in regulated industries is a hard, valuable, and largely unclaimed space, and we're already there. * Clear path to senior AE or GTM leadership. As we grow, this role can evolve into Senior AE, Sales Lead, or broader GTM ownership, depending on your strengths and ambition. * Competitive package with upside. Attractive base salary, performance-based bonus with OTE in the 70,000–100,000 € range, plus a meaningful VSOP package. * Low-ego, high-trust culture. Work closely with the founders in a small, experienced team that cares about learning, ownership, and building something meaningful, not corporate politics. ABOUT ELLAMIND We build the tools enterprises need to trust, deploy, and scale AI agents. elluminate evaluates LLMs and agents with evidence instead of guesswork; ellarun deploys them securely in hours, not months; and the ellaverse provides realistic, domain-specific, rigorously validated environments to put agents through their paces before they ever reach a customer. We like owning problems end-to-end, shipping pragmatically, and giving back to the open-source community. We're cash-flow positive, with offices in Bremen (HQ) and Berlin.