Key Account Manager

Role Overview

As a Key Account Manager, you will own and grow a portfolio of around 100+ clients. Your clients are fast-growing scale-ups, SaaS companies, and established Mid Market to small Enterprise organizations across sectors including tech, fintech, retail, healthcare, and professional services. This is a highly commercial and strategic account management role. Your mission is to renew, grow and secure your portfolio by leading upsell, win back, and expansion opportunities, while managing complex sales cycles, multi-stakeholder environments, and challenging commercial conversations. You will work in close partnership with a Customer Success Manager, forming a duo on your portfolio to drive both commercial growth and long-term client success.

Scope & Responsibilities

As a Key Account Manager, you will be responsible for:

• Managing and growing a portfolio of around 100+ existing clients
• Driving ARR and NRR growth across your portfolio through upsell, win back, and expansion
• Identifying and closing upsell and cross-sell opportunities within existing accounts
• Re-engaging former clients, understanding churn reasons, rebuilding the value case, and winning them back
• Expanding existing accounts into new subsidiaries, entities, or decision-making scopes
• Securing renewals and reducing churn by proactively identifying risks and leading recovery plans when needed
• Leading complex sales cycles and negotiations involving multiple stakeholders, buying committees, and senior decision-makers
• Managing difficult commercial conversations, whether a client is unhappy, at risk of churning, or pushing back on pricing
• Navigating tripartite relationships when relevant, including with HR Media agencies acting as intermediaries between clients and Welcome to the Jungle
• Acting as a trusted advisor to help clients maximize the value of Welcome to the Jungle’s solutions
• Partnering with internal teams to deliver a strong client experience and long-term business impact
• Maintaining strong commercial discipline through rigorous pipeline management, forecasting, and CRM hygiene
• Contributing to team excellence by sharing feedback, best practices, and ideas to improve processes and execution
• Continuously strengthening your HR expertise to become a trusted advisor on hiring trends and talent market challenges