Account Manager, Welcome to the Jungle (formerly Otta)

• You likely have at least 3 years in an Account Manager, Key Account Manager, Renewal Management, or Customer Success role - ideally within a B2B SaaS environment. You have worked on Mid Market accounts or above and are comfortable operating in commercial environments that require strategic account thinking rather than transactional sales. To thrive in this role, you bring both the mindset and the execution skills of a strong commercial AM
• You know how to grow a portfolio through upsell, expansion, and retention, and can drive contracts to completion on time
• You are comfortable with complex sales cycles, senior/executive stakeholders, and multi-layered account strategies
• You are confident in negotiation and in handling challenging client conversations, with a track record of driving win-win outcomes
• You have experience selling through change — helping clients navigate product or pricing transitions, and turning potential resistance into buy-in
• You can manage and accurately forecast against a book of renewable business, and draw valuable insights from data to build compelling narratives
• You have a track record of high performance in a quota-carrying role and a strong appetite for results
• You are entrepreneurial, proactive, and eager to create opportunities
• You have a strong level of urgency, organisation, and prioritisation skills, and can project-manage the renewal cycle end to end
• You adapt well in fast-changing environments and stay effective when priorities evolve, including operating within a remote/cross-border reporting structure
• You welcome feedback and use it to raise your level
• You bring positive energy, ambition, and strong team spirit

Desirable

• Managing and growing a portfolio of existing UK 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
• Leading clients through the transition to Welcome to the Jungle's new product suite and pricing model, clearly articulating the value of the new offering and securing client buy-in and commitment
• Driving the full renewal lifecycle - from opportunity identification through negotiation to close - 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/executive decision-makers, with a preference for multi-product deals that maximise contract value while protecting client trust
• Managing difficult commercial conversations, whether a client is unhappy, at risk of churning, pushing back on pricing, or adjusting to the new product and pricing framework
• 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 maximise the value of Welcome to the Jungle's solutions
• Partnering with internal teams (Customer Success, Marketing, Sales, RevOps) to deliver a strong client experience, long-term business impact, and to feed back market insights that improve our product and commercial offering
• Maintaining strong commercial discipline through rigorous pipeline management, forecasting, and CRM hygiene, reporting accurately on renewal pipeline, gross retention, and forecasts on a rolling basis to your Senior Manager
• Contributing to team excellence by sharing feedback, best practices, and ideas to improve processes and execution across the Account Management organization
• Continuously strengthening your HR expertise to become a trusted advisor on hiring trends and talent market challenges

• Step 1: Apply with your CV, highlighting your relevant experience
• Step 2: 30-35-minutes Screening call with Richa over Google Meet, part of our Talent Acquisition team, to understand more about your experience and your motivation for the role and for Welcome to the Jungle
• Step 3: 60' Interview, including a case study with Lionel, our VP of Account Management to understand your expertise in account management
• Step 4: 45' Values interview with Benjamin, Senior Manager, Key Account Management
• Step 5: 45' Values interview with Ian, our Global CRO