Sales Development Representative (Qodana)

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.

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.