About the Role
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.
What you’ll do
Qodana is JetBrains’ code quality platform. 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.
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.
- 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.