At JetBrains, code is our passion. Ever since we started, back in 2000, we have strived to make the strongest, most effective developer tools on earth. By automating routine checks and corrections, our tools speed up production, freeing developers to grow, discover, and create.

We’re currently building No Pressure, an AI-powered simulator for role-playing and debugging difficult conversations (such as feedback, conflict, negotiation, and more), targeting the B2B market. It’s a human-centered, UX-first AI product – a web application with interactive conversational AI that helps people learn through virtual meetings with AI characters.

We’ve completed an MVP, secured the budget for its further development, and are now moving into the pilot phase with our first customers. Now we’re looking for a strategic sales leader to help us connect with our early customers – not just to close deals, but to co-create a category-defining product with the right partners.

About the role:

This role involves selling and shaping a product that is still evolving, with exploratory pilots and co-defined success criteria.

You’ll lead early-stage sales and business development efforts, identifying target companies, refining messaging, running outreach, guiding pilots, and shaping long-term partnerships. This is a hands-on, high-trust role that requires senior judgment, care for people, and a strategic mindset.

You’ll work closely with the founders and product team to:

• Iterate on positioning, pricing, and go-to-market strategy.
• Open doors to HR, L&D, and business leaders who value human growth.
• Build long-term relationships, not transactional sales.
• Lay the foundation for our future Sales and GTM team.

Responsibilities:

• Build sales funnels from scratch – from defining ICP to outreach, qualification, deal closure, and early sales processes.
• Establish early sales processes, tooling, and rhythms in the absence of an existing playbook.
• Proactively identify leads, sales opportunities, and growth channels rather than waiting for inbound.
• Test and coordinate sales-aligned marketing activities (email, events, partnerships, etc.).
• Bring back structured customer insights and patterns to help the team find and validate market fit, acting as a key input into product and positioning decisions.

Qualities and experience

Must have:

• 5+ years of experience in B2B sales or business development roles, ideally in startups or early-stage products.
• A proven track record of selling modern, thoughtful, non-commodity SaaS tools.
• Deep knowledge of L&D, coaching, HR tech, or soft-skills-related domains.
• Experience operating in environments where success is measured by learning, customer fit, and long-term value, not just short-term revenue.
• Experience navigating complex, multi-stakeholder sales cycles with qualitative success metrics.
• Comfort shaping pilot success criteria and guiding customers through discovery and onboarding.
• Empathetic and honest communication skills – building trust through listening, clarity, and integrity.
• The ability to work independently and execute in fast-moving, ambiguous environments.
• Comfort with hands-on work at all levels, from cold outreach to boardroom conversations.
• Strong alignment with consultative, trust-based sales rather than high-pressure or purely transactional approaches.
• Strategic thinking, seeing the bigger picture, and playing the long game.

Nice to have:

• A network of HR, L&D, or IT buyers (mid-to-large, tech-forward companies).
• Experience in category creation or storytelling for a new product type.
• An understanding of coaching, training, or behavior-change products.
• Previous experience as a first sales hire or GTM founder in an early-stage company.

Why this role

This is not just about closing deals – it’s about finding the right customers to build something that truly matters. You’ll shape how our product meets the world, how we grow, and what kind of impact we make. If you’re a sharp, values-driven professional who wants to bring a high-integrity, human-centered product into the world, we’d love to meet you.

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