# Sales Development Representative (Qodana) [Jetbrains](https://gurify.com/jobs?q=Jetbrains) · Amsterdam, Czech Republic · Posted 7 weeks ago [Sales](https://gurify.com/jobs/sales) [Apply on the original posting → (opens in a new tab)](https://job-boards.eu.greenhouse.io/jetbrains/jobs/4926283101) ## Job description 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. ### 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. **Live in Jetbrains’s hiring system.** Read from the company's own applicant tracking system, not reposted from a job board — so it's a real, open requisition rather than an ad that outlived the role. We remove it as soon as it disappears at source. ## More jobs like this - JE [Sales Development Representative (Qodana) - m/w/d](https://gurify.com/job/sales-development-representative-qodana-m-w-d-at-jetbrains-3aa7ddd718fb) Jetbrains · Berlin, Germany · 7 weeks ago - IN [Sales Development Representative](https://gurify.com/job/sales-development-representative-at-incredibuild-84b8506d995c) Incredibuild · Tel Aviv, Israel · last week - SD [Sales Development Representative (SDR) – Outbound Sales - Craft.io](https://gurify.com/job/sales-development-representative-sdr-outbound-sales-craft-io-9d26a068742d) Ramat Gan, Israel · 4 weeks ago - OC [Director Of Sales And Business Development - Europe](https://gurify.com/job/director-of-sales-and-business-development-europe-at-orbit-a160f77efb34) Orbit Communication Systems · Netanya, Israel · 3 days ago - IN [Regional Director, Clinical Sales- Northeast](https://gurify.com/job/regional-director-clinical-sales-northeast-at-insightec-523994ac7e67) Insightec · Miami, FL · 6 days ago - GI [Sales Manager](https://gurify.com/job/sales-manager-at-gilat-713d278d0f6a) Gilat · Petah Tikva, Israel · last week ```json {"@context":"https://schema.org/","@type":"JobPosting","title":"Sales Development Representative (Qodana)","description":"\u003Cp\u003EYou\u2019re 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\u2019re curious about how software gets built, and you want to learn a product well enough that developers are eager to talk to you.\u003C/p\u003E\u003Ch3\u003EAbout JetBrains\u003C/h3\u003E\u003Cp\u003EWe 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.\u003C/p\u003E\u003Ch3\u003EWhat you\u2019ll do\u003C/h3\u003E\u003Cp\u003EQodana is JetBrains\u2019 code quality platform. The product has strong traction \u2013 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.\u003C/p\u003E\u003Cp\u003EYou\u2019ll be the first dedicated SDR on the Qodana team, and you\u2019ll 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\u2019ll also help define how the Qodana SDR function should look as it grows.\u003C/p\u003E\u003Cp\u003EThis is a role that suits someone who can work independently within a developing process and is not afraid to try and learn new things.\u003C/p\u003E\u003Ch3\u003EHere\u2019s what your day-to-day will actually look like:\u003C/h3\u003E\u003Cul\u003E\u003Cli\u003EMonitor Qodana trial signups and product usage signals, and reach out to high-intent users and turn free usage into commercial conversations.\u003C/li\u003E\u003C/ul\u003E\u003Cul\u003E\u003Cli\u003ERun outbound campaigns via email, LinkedIn, and phone, targeting engineering leaders, DevOps managers, and platform teams.\u003C/li\u003E\u003C/ul\u003E\u003Cul\u003E\u003Cli\u003EDisplace incumbents by positioning Qodana\u2019s value clearly and credibly.\u003C/li\u003E\u003C/ul\u003E\u003Cul\u003E\u003Cli\u003EOwn and close deals up to \u20AC5,000 ARR end to end, including proposals, objection handling, negotiation, and signature.\u003C/li\u003E\u003C/ul\u003E\u003Cul\u003E\u003Cli\u003EHand off larger opportunities to account executives with full context and clear expansion signals.\u003C/li\u003E\u003C/ul\u003E\u003Cul\u003E\u003Cli\u003EFlag renewal risk and support smaller account renewals, staying close to adoption post-sale.\u003C/li\u003E\u003C/ul\u003E\u003Cul\u003E\u003Cli\u003ERepresent Qodana at developer conferences and JetBrains events across Europe.\u003C/li\u003E\u003C/ul\u003E\u003Cul\u003E\u003Cli\u003ETranslate what you hear in the market \u2013 what resonates, what doesn\u2019t, where we\u2019re losing \u2013 into sales strategy and messaging.\u003C/li\u003E\u003C/ul\u003E\u003Ch3\u003EWhat you\u2019ll bring\u003C/h3\u003E\u003Cul\u003E\u003Cli\u003EGenuine curiosity about how software is built. You want to understand what developers care about, not just pitch products to them.\u003C/li\u003E\u003C/ul\u003E\u003Cul\u003E\u003Cli\u003EA self-starter mindset. You don\u2019t need a 200-page sales bible \u2013 you\u2019re comfortable improving and changing processes if you see options for making things better.\u003C/li\u003E\u003C/ul\u003E\u003Cul\u003E\u003Cli\u003EStrong written and verbal communication. You can shift tone between a developer and an engineering manager without losing either.\u003C/li\u003E\u003C/ul\u003E\u003Cul\u003E\u003Cli\u003ECommercial instinct. You know when to push, when to listen, and when something is ready to close.\u003C/li\u003E\u003C/ul\u003E\u003Cul\u003E\u003Cli\u003EComfort working from product and usage signals, not just cold outreach. You understand that in a PLG environment, the pipeline doesn\u2019t always start with a call.\u003C/li\u003E\u003C/ul\u003E\u003Cul\u003E\u003Cli\u003EA sense of humor. We work hard, but we don\u2019t take ourselves too seriously. Nerds are especially welcome.\u003C/li\u003E\u003C/ul\u003E\u003Ch3\u003EWhat you\u2019ll need\u003C/h3\u003E\u003Cul\u003E\u003Cli\u003EProven experience in an SDR, BDR, or inside sales role in technical B2B sales.\u003C/li\u003E\u003C/ul\u003E\u003Cul\u003E\u003Cli\u003EA genuine interest or background in developer tools, DevOps, or software engineering productivity \u2013 you don\u2019t need to be an expert today, but you need to want to become one.\u003C/li\u003E\u003C/ul\u003E\u003Cul\u003E\u003Cli\u003EProficiency with CRM tools (Salesforce) and sales engagement platforms such as Seismic or Leadfeeder.\u003C/li\u003E\u003C/ul\u003E\u003Cul\u003E\u003Cli\u003EExcellent written and spoken English \u2013 additional language skills are a plus.\u003C/li\u003E\u003C/ul\u003E\u003Ch3\u003EWhat success looks like\u003C/h3\u003E\u003Cp\u003EIn your first 90 days, you\u2019ll have a trial follow-up process running, your first outbound campaigns live, and, ideally, your first closed deal. You\u2019ll know the product well enough to hold a credible conversation with a developer.\u003C/p\u003E\u003Cp\u003EAfter six months, you\u2019ll have a documented SDR playbook covering trial conversion, outbound, and event follow-up. You\u2019ll be contributing to the pipeline consistently, and you\u2019ll have a clear view of what the next hire in this function should look like \u2013 informed by what you\u2019ve actually seen in the market.\u003C/p\u003E\u003Ch3\u003EWhy join JetBrains?\u003C/h3\u003E\u003Cul\u003E\u003Cli\u003EStrong base salary. We offer competitive pay that reflects your skills and experience, plus variable compensation.\u003C/li\u003E\u003C/ul\u003E\u003Cul\u003E\u003Cli\u003EReal Impact. You will see your work directly impacting Qodana\u2019s success and strategy.\u003C/li\u003E\u003C/ul\u003E\u003Cul\u003E\u003Cli\u003EFlexible work schedule. Enjoy the freedom to work from home or from the office.\u003C/li\u003E\u003C/ul\u003E\u003Cul\u003E\u003Cli\u003ELearning and development opportunities. Access to conferences, courses, and language classes.\u003C/li\u003E\u003C/ul\u003E\u003Cul\u003E\u003Cli\u003EFull JetBrains product access. Enjoy the tools our 15 million users rely on every day.\u003C/li\u003E\u003C/ul\u003E\u003Cul\u003E\u003Cli\u003EInternal events. Company-wide celebrations and team gatherings.\u003C/li\u003E\u003C/ul\u003E\u003Cul\u003E\u003Cli\u003EClear career path. A defined route into an account executive or sales leadership role.\u003C/li\u003E\u003C/ul\u003E\u003Cul\u003E\u003Cli\u003EFlat hierarchy. Work in a startup-type environment with the resources of an industry leader.\u003C/li\u003E\u003C/ul\u003E\u003Cp\u003EIf this sounds like you, we\u2019d love to hear from you.\u003C/p\u003E\u003Ch3\u003EWe are an equal opportunity employer\u003C/h3\u003E\u003Cp\u003EWe know great ideas can come from anyone, anywhere. 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