Business Development Manager (Regional GTM) - LATAM

About JetBrains

At JetBrains, code is our passion. JetBrains is a global software company specializing in the creation of intelligent, productivity-enhancing tools for software developers and teams. Ever since we started, back in 2000, we have been striving to make the strongest, most effective developer tools on earth. Over 15.9 million developers already use our products, and 90 Fortune Global Top 100 companies are JetBrains customers.

About the Role

As a Business Development Manager focusing on GTM Strategy and Operations, you will lead key strategic GTM initiatives to expand our global operations to specific markets and market segments. This role involves bridging corporate GTM strategies with regional (or segment) implementation to maximize market entry effectiveness and drive business success. You will bring a combination of market research, strategic planning, cross-functional coordination, and data-driven optimization to deliver impactful results across diverse markets.

Key activities

• Conduct in-depth research on selected markets (region/country/industry) to evaluate opportunities, specific market conditions, competitive landscapes, and risks of entering the market and operating there.

• Provide actionable insights and recommendations based on the initial decision to explore a particular market.

• Develop and adapt go-to-market (GTM) strategies for different markets, including customer segmentation, localization needs, market entry tactics, business and budget planning. Based on the strategy, create roadmaps that align corporate goals with local market dynamics and requirements.

• Act as the primary coordinator for market entry, aligning the efforts of marketing, sales, operations, product and other teams. Ensure seamless synchronization of goals and activities across all functions involved in the GTM strategy execution.

• Oversee all stages of market entry, from initial planning and preparation to execution and post-launch analysis.

• Independently manage the implementation process, acting as the single point of contact for all GTM-related activities in the market.

• Identify, evaluate, and coordinate onboarding of the local partners, including vendors, distributors, and service providers, to support market operations. Establish strong partnerships that align with the business goals and GTM strategy.

• Set up and monitor reporting systems to track key market metrics and overall performance. Analysis of the impact and adjustments to the strategy to enhance effectiveness during GTM execution.

• Ensure continuous improvement in the effectiveness of GTM efforts by adapting to market feedback and performance outcomes.

Key Requirements:

• Bachelor's degree or higher in Business, Marketing, or related field.

• Demonstrated experience in go-to-market strategy, business development, or operations in a global Software/DevOps/SaaS/IT environment.

• Proven track record of leading market (region or industry) entry and expansion efforts, with strong project management and cross-functional coordination skills.

• Excellent market research and analysis capabilities, with a data-driven approach to strategic planning and execution.

• Strong understanding of customer segmentation, localization needs, and market entry tactics.

• Ability to collaborate with diverse teams and influence at multiple levels within the organization.

• Demonstrated experience building partnerships with vendors, distributors, and service providers.

Nice-to-Have Qualifications:

• Experience in the IT industry with a deep understanding of its market dynamics and trends.

• Proficiency in multiple languages to support international market research and partnerships.

• Familiarity with advanced data analytics and reporting tools to measure market performance and ROI.

• Knowledge of regional compliance, legal, or cultural considerations that impact market entry.

At JetBrains, we believe that the best ideas come from diverse perspectives, experiences, knowledge, creativity, and talents. We are committed to fostering an inclusive environment and encourage candidates from all backgrounds (e.g. sex, gender identity or expression, race/ethnicity, national origin, sexual orientation, disability, age and religion) to apply. We want you to have a great experience throughout the hiring process – please let us know if you require accommodation, so we can best support you!

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