Sales Development Representative (Qodana)

<p>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.</p> <p><strong>About JetBrains</strong></p> <p>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.</p> <p><strong>What you’ll do</strong></p> <p>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.</p> <p>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.</p> <p>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. </p> <p><strong>Here’s what your day-to-day will actually look like:</strong></p> <ul> <li>Monitor Qodana trial signups and product usage signals, and reach out to high-intent users and turn free usage into commercial conversations.</li> <li>Run outbound campaigns via email, LinkedIn, and phone, targeting engineering leaders, DevOps managers, and platform teams.</li> <li>Displace incumbents by positioning Qodana’s value clearly and credibly.</li> <li>Own and close deals up to €5,000 ARR end to end, including proposals, objection handling, negotiation, and signature.</li> <li>Hand off larger opportunities to account executives with full context and clear expansion signals.</li> <li>Flag renewal risk and support smaller account renewals, staying close to adoption post-sale.</li> <li>Represent Qodana at developer conferences and JetBrains events across Europe.</li> <li>Translate what you hear in the market – what resonates, what doesn’t, where we’re losing – into sales strategy and messaging.</li> </ul> <p><strong>What you’ll bring</strong></p> <ul> <li>Genuine curiosity about how software is built. You want to understand what developers care about, not just pitch products to them.</li> <li>A s