Нидерланды
Сербия
ГерманияAccount Manager (B2B Segment - Global Accounts without KAM coverage)
3 дн. назад
НидерландыСербияГермания+1
Manage global B2B accounts without dedicated KAM, driving revenue and customer adoption of products.
Требования
- Roughly 2–4 years of experience in Account Management, Customer Success, or Sales (ideally in SaaS or developer tools).
- For new business: hands-on experience in prospecting, discovery calls, and closing deals, and motivation to take a real step up in sales.
- A proactive, creative mindset and the ownership to take initiative rather than wait for tasks.
- Resilience to rejection and ease with working in an environment where activity and results are tracked in dashboards.
- 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.
- Confidence working with technical audiences and motivation to learn products deeply.
- Experience with CRM systems (Salesforce preferred) and modern sales tooling.
- Fluent English (C1/C2) is required
- Knowledge of any other language is a big plus.
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Другое
- At , we create intelligent tools that help developers work smarter. For more than 25 years, our products—IntelliJ IDEA, PyCharm, WebStorm, Rider, TeamCity, Space, AI-powered tools, and many others—have been shaping the global software ecosystem. Millions of developers and thousands of companies worldwide rely on to build, ship, and scale their software.
- We are looking for a proactive and relationship-oriented Account Manager to support the largest and most diverse B2B segment at . This role covers all global customers without a dedicated Key Account Manager. These accounts range from fast-growing startups to large international organizations, 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 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.
- Two types of strengths we welcome. Depending on where you shine, your focus may lean towards one of these:
- New business. You enjoy winning new customers. You run the full sales cycle, from discovery calls through to closing, with a focus on driving new revenue and building the pipeline across segments without a dedicated account owner. Expect a high volume of calls and conversations, with lead generation support from agencies and AI-assisted outreach.
- Account growth. You enjoy growing and protecting existing customers. You manage relationships with strategic accounts, expand adoption across the ecosystem, and secure renewals.
- Manage all B2B customers in your segment who do not have an assigned KAM.
- Work with companies of all sizes—startups, scale-ups, and global corporations.
- Develop strong relationships with technical and business stakeholders.
- Identify and drive upsell, cross-sell, and multi-product expansion opportunities (IDEs, AI solutions, Team Tools).
- Grow new recurring revenue by converting trials, expanding usage, and positioning higher-value editions.
- Secure on-time renewals and prevent churn through consistent, proactive engagement.
- Analyze account potential and prioritize focus using a data-driven, programmatic approach.
- 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 tools and are aware of the broader product ecosystem.
- 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.
- 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.
- Maintain a clean, accurate CRM pipeline with clear next steps and deal context.
- Use segmentation and playbooks to scale outreach across thousands of accounts.
- Participate in events, webinars, and community activities to strengthen relationships with the developer audience.
- 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.
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