Senior Key Account Manager

WelcomeTrack; Paris; Hybride; EUR 90 000 - 130 000; Plein temps

Résumé du poste

WelcomeTrack is seeking a seasoned Key Account Manager to own and grow a portfolio of 70-80 strategic B2B clients, primarily in SaaS HR/tech sectors. You will lead renewals, upsell, cross-sell, and win-back opportunities to drive ARR and NRR growth.

Fluent in English and native French, you will collaborate with Customer Success and internal teams to deliver strong client value and long-term commercial impact across multi‑stakeholder environments.

Qualifications

• 7-10 years of professional experience, including at least 3 years in a Key Account Manager or Strategic Account Manager role.
• Native French speaker and fluent in English.
• Experience managing complex enterprise SaaS/hR tech sales with multi-stakeholder cycles.
• Proven track record of retaining and growing enterprise accounts through upsell, cross-sell and win-back strategies.
• Commercially assertive, proactive, and comfortable leading negotiations and building trusted relationships.

Responsabilités

• Own and grow a portfolio of 70-80 strategic B2B clients, guiding renewals and expansions.
• Lead ARR and NRR growth with a 10% upsell growth target across the portfolio.
• Collaborate with Customer Success and internal teams to deliver strong client value and measurable impact.
• Navigate complex sales cycles with senior decision-makers and multiple stakeholders.

Description du poste

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.

• 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.

You have 7-10 years of professional experience, including at least 3 years in a Key Account Manager or Strategic Account Manager role. You are a native French speaker and fluent in English. You may also have previous experience as an Account Executive, particularly in managing complex enterprise sales cycles and developing new business. You have experience working with enterprise accounts, ideally in SaaS, HR tech, recruitment, media, or another complex solution-based environment. You have a proven track record of retaining and growing enterprise accounts through upsell, expansion, cross‑sell, and win‑back strategies. You are comfortable leading complex sales cycles, engaging senior decision‑makers, and navigating multi‑stakeholder environments and large organizations. You can identify the right stakeholders and open doors across subsidiaries or business units. You are confident in negotiations and in handling challenging client conversations. You are commercially assertive and proactive, and comfortable creating opportunities rather than waiting for them. You combine strategic thinking with strong execution, commercial discipline, and a strong appetite for results. You enjoy meeting clients in person and investing time in building trusted relationships. You adapt well to changing environments and evolving priorities. You welcome feedback, share what you learn, and contribute positively to the team.