Account Manager (China)

About the role

You will own the end-to-end commercial relationship with a strategic portfolio of B2B customers in China who currently do not have dedicated Key Account Manager coverage. You will act as the primary business owner for these accounts, balancing strategic growth initiatives with the day-to-day execution necessary to protect and expand their value. Your core mission is to drive new revenue, safeguard recurring income, and ensure deep adoption of the JetBrains ecosystem. You will operate within a programmatic model designed to manage a high volume of long-tail customers efficiently while maintaining a high-touch, relationship-oriented approach. This role requires you to translate product capabilities into tangible business outcomes for each unique account.

Key facts

What you'll do

You will manage a portfolio of B2B customers in the China segment that lack dedicated KAM coverage, covering organizations from fast-growing startups to large enterprises. You will develop and maintain strong relationships with both technical and business stakeholders to ensure mutual success and alignment. Using a data-driven, programmatic approach, you will analyze account potential and prioritize focus based on clear insights and signals. You will identify and drive upsell, cross-sell, and multi-product expansion opportunities across IDEs, AI offerings, and Team Tools to maximize customer lifetime value. You will secure renewals on time and actively prevent churn by monitoring leading indicators and maintaining consistent, proactive engagement. You will monitor product usage, renewal cycles, lead history, support signals, and customer behavior to surface opportunities and risks early. You will act early on identified risks and design targeted engagement campaigns, both inbound and outbound, tailored to your segment. You will work with inbound leads, trials, demos, evaluations, and outbound opportunities, guiding them through the full sales cycle from discovery to closure. You will qualify opportunities, run discovery sessions, prepare compelling proposals, and maintain clear next steps with accurate forecasting. You will partner with Customer Success Engineering to conduct technical deep dives and support evaluations, ensuring seamless execution. You will collaborate with Business Development, Product, Marketing, Sales Excellence, and KAM teams on joint initiatives to maximize impact. You will bring structured customer insights back to these teams to influence product strategy, messaging, and positioning. You will maintain a clean, accurate CRM pipeline with detailed deal context and clear next steps for every account. You will utilize segmentation and playbooks to scale your outreach efforts across a high volume of accounts without losing personalization. You will participate in events, webinars, and community activities to strengthen relationships with the developer audience and elevate the JetBrains brand.

Requirements

You possess 2-4 years of experience in Account Management, Customer Success, or Sales, preferably within SaaS or developer tools environments. You demonstrate strong relationship-building skills and the proven ability to manage a high-volume portfolio of accounts effectively. You have a history of success in upsell, cross-sell, renewal, or expansion motions, showing tangible results in growing existing accounts. You apply an analytical approach to pipeline management and account prioritization, using data to inform your decisions and actions. You are familiar with SPIN or other value-based sales methodologies that guide structured customer conversations. You are confident when working with technical audiences and are highly motivated to learn JetBrains products deeply to become a trusted advisor. You have substantial experience with CRM systems, with Salesforce being strongly preferred, and modern sales tooling such as Outreach or Salesloft. You possess native fluency in Chinese and professional proficiency in English at the B1/B2 level, which is required for internal communication and collaboration. Additional languages, including programming languages, are considered a plus and demonstrate your ability to connect with diverse stakeholders.

Nice to have

The source text does not specify any Nice to have qualifications, preferences, or additional skills beyond the stated requirements. All candidate attributes must align strictly with the provided requirements and factual role details.

Practical notes

The role is based in Shanghai, China, and requires native-level Chinese communication skills. The engagement type is not specified in the source documentation, so details regarding contract duration or full-time status must be confirmed elsewhere. Compensation details such as salary, bonuses, or benefits are not provided in the source material and are therefore omitted from this description. Only the listed working location and language requirements are considered hard constraints for this position.