You'll own a defined book of business, build strong relationships with customer stakeholders and partners, and identify opportunities to grow revenue through upsell, cross-sell, and migration to Xperience by Kentico (XbK), our SaaS platform. You will work closely with Solution Architects, Presales, Technical Customer Success, and Implementation partners to keep customers healthy, adopting more of the platform, and growing.
This is a great opportunity for a proactive, inquisitive and energetic person with a couple of years of Account Management experience who wants to grow into a more strategic, commercially-led role — with direct mentorship from an experienced player-coach leader and a small, close-knit regional team.
- Type of employment: Full-Time
- Start Date: ASAP
- Form: Brno/Prague/UK
- Language: English
What You'll Do
Ownership & Relationship Management
Own and manage a portfolio of customer accounts across your region, taking responsibility for your number.
Build strong relationships with customer stakeholders and delivery/implementation partners.
Run regular business reviews and account check-ins.
Be inquisitive - Identify customer needs, risks, and growth opportunities early.
Create and maintain account maps to understand stakeholders, structure, and opportunity.
Revenue Retention & Expansion
Drive revenue growth within your assigned accounts through upsell and cross-sell.
Identify and progress opportunities for platform adoption and expansion.
Support customers migrating from legacy Kentico versions to Xperience by Kentico (XbK).
Build ROI and value cases to help customers justify investment, particularly in budget-constrained environments.
Contribute to the team's Net Revenue Retention (NRR) and expansion targets.
Sales Skills & Deal Discipline
Solid sales fundamentals and understanding of how deals get done in a SaaS/subscription business including sales cycles, renewal mechanics, and how expansion revenue is built and forecast.
Detail-oriented in deal execution, comfortable tracking multiple moving parts (stakeholders, approvals, paperwork, dates) without things slipping.
Appreciation for the full deal process beyond the commercial conversation, including legal (contracts/redlines), security and compliance reviews, and IT/infrastructure requirements that can affect timelines.
Able to own a deal end-to-end, from opportunity identification through to signature, without depending on a partner to drive the sales process or outcome.
Formal training in MEDDPICC or a similar sales qualification methodology is a bonus, but not required.
Customer Success & Value Realization
Help customers define and execute their platform roadmap.
Support adoption of underused platform capabilities — a retention and expansion lever in one.
Open customers up to new channels: headless delivery, email automation, and commerce features.
Partner with Solution Architects and Sales & Solution Engineers on demonstrations and solutioning.
Partner & Cross-Functional Collaboration
Work closely with agency and implementation partners, who typically lead delivery while you lead commercially.
Coordinate with Sales, Solution Architects, presales, and Technical Customer Success.
Help embed a coordinated co-sell model between Kentico and partners.
Account Planning & Forecasting
Maintain structured account plans and growth strategies.
Monitor account health and risk indicators.
Forecast retention and expansion revenue accurately.
Move progressively from a reactive to a proactive, commercially-led account management style.
What Success Looks Like
Consistent annual expansion growth within your book of business and hitting quarterly and yearly targets.
Strong Net Revenue Retention (NRR) and low churn across your portfolio.
Healthy, satisfied customers with strong platform adoption.
Great relationships within Kentico, clients and partners.
Active progress migrating your portfolio to Xperience by Kentico (XbK).
Increasing independence — building your own pipeline and closing expansion deals.
About You
Experience
2+ years of experience in Account Management, Customer Success, or a similar client-facing commercial role.
Background in a SaaS company or a digital agency — experience in Martech is a strong plus.
A track record of managing client relationships and identifying growth or expansion opportunities.
Comfortable balancing relationship-building with commercial, revenue-driving conversations.
Skills & Attributes
Confident in owning your book of business, relationships, forecasting and ultimately your target
Strong communication and relationship-building skills, with the confidence to navigate multiple stakeholders.
Commercial curiosity, genuinely interested in understanding a customer's business and where value can be created.
Organized and structured, with the discipline to maintain account plans and accurate forecasts.
Comfortable learning technical/product concepts well enough to speak credibly about a digital platform.
A proactive, self-starting mindset — this is a small team where initiative matters.
Additional European or Latin American language skills are a bonus, but not required.
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Our favorite benefits
Unlimited Number of Sick Days
Are you feeling under the weather? Stay at home. You only need a sick note if you are ill for more than 3 days in a row.
Comfortable Working Environment
Dogs, fish … we even have our own beer tap - and we're not afraid to use it!
Yoga Twice a Week
We start our day with yoga directly at our workplace.