As a Key Account Manager, you will own and grow a portfolio of approximately 70–80 strategic B2B clients. These accounts typically generate more than €20,000 in ARR for Welcome to the Jungle and operate across sectors including technology, fintech, banking, retail, healthcare, professional services, manufacturing, industrial companies, energy, logistics, telecommunications, consumer goods, and public-sector organizations.
This is a highly proactive and commercially driven account management role. We are looking for an experienced and commercially assertive KAM who knows how to protect revenue, rebuild trust when an account is at risk, and create new growth opportunities within existing client organizations.
Your main responsibilities will be to retain clients, grow your portfolio, and expand existing relationships into new subsidiaries, entities, business units, and decision-making scopes. You will lead renewals, upsell, cross-sell, win-back, and expansion opportunities, with a target of 10% upsell growth across your portfolio.
Working closely with a Customer Success Manager, you will form a strong duo focused on client value, retention, and long-term commercial growth.
Scope & Responsibilities
As a Key Account Manager, you will be responsible for:
1. Account Management & Retention
Own the commercial strategy and relationship plan for a portfolio of 70–80 existing B2B clients.
Secure renewals, reduce churn, and proactively manage accounts at risk, including managing client dissatisfaction, pricing pressure, budget cuts, and churn risk.
Build trust through regular client meetings, including in-person meetings and onsite visits.
Act as a trusted advisor to help clients maximize the value of Welcome to the Jungle’s solutions.
2. Account Growth & Commercial Opportunities
Drive ARR and NRR (non-recurring revenue) growth through upsell, cross-sell, win-back, and expansion opportunities, with a 10% upsell growth target across your portfolio.
Identify and close new opportunities within existing accounts, re-engage former clients by understanding churn reasons and rebuilding the value case, and expand existing accounts beyond a single entity.
Map client organizations to identify subsidiaries, entities, business units, and new decision-makers, turning local relationships into broader partnerships.
Lead complex sales cycles and negotiations involving multiple stakeholders, buying committees, senior decision-makers, and procurement teams.
3. Client & Internal Collaboration
Organize joint Welcome to the Jungle and client events around HR topics, recruitment challenges, and talent market trends.
Navigate tripartite relationships when relevant, including HR media agencies acting as intermediaries between clients and Welcome to the Jungle.
Partner with Customer Success and internal teams to deliver a strong client experience and measurable business impact.
Maintain strong commercial discipline through rigorous account planning, pipeline management, forecasting, and CRM hygiene.
Contribute to team excellence by sharing feedback, best practices, and ideas to improve processes and execution.
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Continuously strengthen your HR expertise to advise clients on hiring trends and talent market challenges.
The compensation package for this role is structured as 70% fixed compensation and 30% variable compensation.
