Key Account Manager, Enterprises

JetBrains

At JetBrains, we create intelligent tools that help developers work smarter. For more than 25 years, our products—IntelliJ IDEA, PyCharm, WebStorm, Rider, TeamCity, AI-powered tools, and many others—have been shaping the global software ecosystem. Millions of developers and thousands of companies worldwide rely on JetBrains to build, ship, and scale their software. We are looking for a proactive and relationship-oriented Account Manager to support our B2B customers in China that do not have dedicated Key Account Manager coverage. These accounts range from fast-growing startups to large enterprises, representing substantial potential for expansion, cross-sell, and long-term partnerships. You will drive new revenue, protect renewals, and help customers adopt more of the JetBrains ecosystem—including IDEs, AI offerings, and team tools. The role combines strategic work with high-value accounts and a programmatic model for long-tail customers at scale. In this role, you will: Grow your portfolio * Manage B2B customers in the China segment without assigned KAM coverage. * Work with companies of all sizes—startups, scale-ups, and large enterprises. * 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 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 many accounts. * Participate in events, webinars, and community activities to strengthen relationships with the developer audience. We'd love to hear from you if you have: * 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. * Familiarity with SPIN or other value-based sales methodologies. * Confidence working with technical audiences and motivation to learn JetBrains products deeply. * Experience with CRM systems (Salesforce preferred) and modern sales tooling (e.g., Outreach, Salesloft). * Native fluency in Chinese and professional proficiency in English (B1/B2), required for internal communication. Additional languages, including programming languages, are a plus. We offer: * Twenty-five days of paid vacation. * Supplementary medical insurance. * Meal and commuting allowances. * A flexible working schedule. * Learning opportunities, including language classes and other work-related skills. * Opportunities to travel to professional conferences all over the world. * A friendly work environment with approachable colleagues who love what they do.   WHY JOIN US? This is a rare opportunity to shape JetBrains’ presence in China at an important stage. You’ll work closely with global leadership while maintaining the autonomy to drive results locally. We’re looking for someone who can take real ownership of the office, lead with clarity, navigate complexity responsibly, and build a sustainable environment where our teams can do their best work. #LI-EG1   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.

Stripe

WHO WE ARE ABOUT STRIPE Stripe is a financial infrastructure platform for businesses. Millions of companies—from the world's largest enterprises to the most ambitious startups—use Stripe to accept payments, grow their revenue, and accelerate new business opportunities. Our mission is to increase the GDP of the internet, and we have a staggering amount of work ahead. That means you have an unprecedented opportunity to put the global economy within everyone's reach while doing the most important work of your career. ABOUT THE TEAM Technical Account Managers work cross-functionally to support the largest and most complex Stripe users. Through trusted relationships, we offer customized, strategic consultations and proactively identify opportunity areas to help businesses deliver more value to their customers, optimize technical operations on their teams, and accelerate their global growth with Stripe. WHAT YOU'LL DO RESPONSIBILITIES * Provide a Gold Standard Experience to your assigned accounts' key stakeholders * Work with the wider Operations team to provide current state, resources, and knowledge to enable Gold Standard Experience across teams interacting directly with the user via support channels, external documentation, or product and feature feedback or development * Foster long-term user relationships that grow loyalty to Stripe and Stripe products * Work cross-functionally both internally and within your user's organizations to provide and implement operational solutions on subjects not limited to fraud, disputes, declines, product adoption, and global expansion * Work closely with Customer Success and other user-facing teams as part of a larger effort to support users on Stripe * Lead user-facing meetings both in person and through video chat * Collaborate on the continued design of this support offering * Create user-facing content for long-term solutions WHO YOU ARE We're looking for someone who meets the minimum requirements to be considered for the role. If you meet these requirements, you are encouraged to apply. The preferred qualifications are a bonus, not a requirement. MINIMUM REQUIREMENTS * Minimum 3 years of experience in enterprise-level client-facing work * Strong product sense and a drive to solve difficult, user-related problems * Strong written and verbal communication skills in English * Ability to lead complex integration conversations in a highly consultative and proactive manner * Familiarity with APIs and ability to explain API concepts to the largest and most technical Stripe customers * Familiarity with SQL and the ability to build basic queries and modify more complex ones * Strong technical troubleshooting skills and comfort interfacing with technical teams * A professional, confident, and collaborative personality as an adept client relationship manager, capable of engaging in business-level and technical conversations at multiple levels of the organization PREFERRED QUALIFICATIONS * An operations-savvy mindset, with the ability to identify and eliminate process friction while continuing to build scalable processes * Experience in small-to-medium-scale project management * Strong organizational skills and self-starting mindset * Experience with tools like Postman, Xcode, Python, Webhooks, and ETL * Experience in the payments industry

Stripe

WHO WE ARE ABOUT STRIPE Stripe is a financial infrastructure platform for businesses. Millions of companies—from the world's largest enterprises to the most ambitious startups—use Stripe to accept payments, grow their revenue, and accelerate new business opportunities. Our mission is to increase the GDP of the internet, and we have a staggering amount of work ahead. That means you have an unprecedented opportunity to put the global economy within everyone's reach while doing the most important work of your career. ABOUT THE TEAM Technical Account Managers work cross-functionally to support Stripe's largest and most complex users. Through trusted relationships, we offer customized, strategic consultations and proactively identify opportunity areas to help businesses deliver more value to their customers, optimize technical operations on their teams, and accelerate their global growth with Stripe. WHAT YOU’LL DO RESPONSIBILITIES * Provide a Gold Standard Experience to your assigned accounts' key stakeholders * Work with the wider Operations team to provide current state, resources, and knowledge to enable Gold Standard Experience across teams interacting directly with the user via support channels, external documentation, or product and feature feedback or development * Foster long-term user relationships that grow loyalty to Stripe and Stripe products * Work cross-functionally both internally and within your user's organizations to provide and implement operational solutions on subjects not limited to fraud and disputes, declines, product adoption, and global expansion * Work closely with Customer Success and other user-facing teams as part of a larger effort to support users on Stripe * Lead user-facing meetings both in person and through video chat * Collaborate on the continued design of this support offering  * Create user-facing content for long-term solutions WHO YOU ARE We're looking for someone who meets the minimum requirements to be considered for the role. If you meet these requirements, you are encouraged to apply. The preferred qualifications are a bonus, not a requirement. MINIMUM REQUIREMENTS * Minimum 3 years of experience in enterprise-level client-facing work * Strong product sense and energized by the challenge of solving difficult user-related problems * Strong written and verbal communication skills in English and German to support region-based customers * Ability to lead complex integration conversations in a highly consultative and proactive manner * Familiarity with APIs and able to explain API concepts to Stripe's largest and most technical customers * Familiarity with SQL and comfort building basic queries and modifying more complex ones * Strong technical troubleshooting skills and comfort interfacing with technical teams * A professional, confident, and collaborative personality. An adept client relationship manager, capable of engaging in business-level and technical conversations at multiple levels of the organization PREFERRED QUALIFICATIONS  * Operations-savvy mindset, with an ability to identify and eliminate process friction while continuing to build scalable processes * Experience in small- to medium-scale project management * Strong organizational skills and self-starting mindset * Ideal experience with tools like Postman, Xcode, Python, Webhooks, and ETL * Ideal experience in the payments industry * Polish or Ukrainian language proficiency (intermediate or higher)