Sales Development Representative (Qodana) - m/w/d

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.

• 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.

• 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.
• 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.
• The legal right to work in Germany.

• 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.