Customer Partnership (Open-Source)

About Kaleidos and Penpot

We defend and believe in open-source and proof of this is that our main project, Penpot, reflects that. We’re convinced that technology isn’t neutral. That’s why we like to shake things up and go against the status quo.
Penpot is the free open-source design tool that allows true collaboration between designers and developers. Penpot is one of the most promising global design tools for interaction design used by hundreds of thousands UX/UI designers, Product designers and web developers across the world.
Kaleidos is the company boosting Penpot. If you’re interested in getting a deeper sense of our culture and values, have a look at our website to gain insight into who we are and what we believe in.

We are looking for an Enterprise Customer Partnership Lead to nurture, manage, and close the interest generated by our base of qualified leads. We are seeking someone with experience in technology environments, particularly in the open-source sector, and with previous experience with self-hosting.

Your primary mission will be to convert this existing interest into self-hosting enterprise deals, providing an exceptional experience throughout the entire sales cycle. You will help us guide tech companies that have already shown interest in Penpot and value security, compliance, and internal control.

This role focuses on managing and cultivating inbound leads (farming), not on cold prospecting (hunting). You will offer what Penpot provides today, managing expectations transparently and building long-term relationships.

What do we need

Experience in Account Management or B2B Inbound Sales: A proven track record in account management, qualified lead management, or consultative sales in the tech sector.
Technical Fluency in English (C1+): We preferably seek native English speakers. Professional command of English is essential for clear and effective communication with global clients and partners.
Basic knowledge of Spanish for internal communications.
Experience in Digital Product Companies: Knowledge of the ecosystem, metrics, and dynamics of a B2B - SaaS/On-premise product company.
Self-Hosting/On-Premise basics: Familiarity with the self-host ecosystem and basic technical skills is required. For your demos, you will have support from an expert in design, self-host implementation, or business matters.
Previous experience in sales or account management in open-source environments.
Sector Knowledge: Familiarity with design and collaboration tools landscape (Figma, Sketch, Adobe XD) to understand client needs and pain points.
"Farmer’ Profile": Orientation towards long-term relationships, lead nurturing, and trust-based closing.
Communication and Empathy: Ability to actively listen, understand complex customer needs, and communicate value clearly.
Project Management: Capacity to manage multiple opportunities in different phases in an organized and autonomous manner.
Adaptability and Proactiveness.
Appreciation for a diverse, responsible, and thoughtful professional environment.
Teamwork: Effective collaboration with technical and non-technical departments.

Earn extra points

Strong expertise in Self-Hosting/On-Premise: Solid technical knowledge of self-hosted/on-premise deployment models, infrastructure, security, and compliance. Ability to converse with IT/Infra & Cloud teams.
Basic knowledge of APIs and integrations.
Fluency in other languages (native Spanish or others are a plus).

What will your work be like?

Inbound Funnel Management: Responsible for managing, qualifying, and nurturing the existing pipeline of inbound leads (serious enterprise interest from companies with 500+ employees) through to closure.
Demo Execution and Assessment: You’ll run standard demos independently, with support from specialized teams for more complex cases with a focus on:
- Migration Feasibility
- Effort Estimation
- Gap & Value Analysis
- Workflow Focus
Enterprise Deal Closure: Guide leads through the sales cycle, overcoming objections related to security, compliance, or migration from tools like Figma or Adobe XD.
Account Management and Onboarding: Act as the first point of contact post-sale, ensuring a smooth transition to the customer success team and fostering adoption.
Feedback and Process Improvement: Identify friction points in the current sales cycle and collaborate on improving the playbook and sales materials.
Cross-Functional Collaboration: Work closely with Growth (for lead qualification), the Community team (strategy alignment with Comms and Content), and Product (for customer feedback).

Who will you be working with?

At Kaleidos we have several teams: the Community team, the QA team, the Infrastructure team, and the Product team. We’re all rowing in the same direction to drive Penpot forward, but this position will be to join the daily day of the Growth Team, within the Community team. Would you like to take a deeper peek at who works at Kaleidos?

What do we offer?

Salary: Up to € 100k (gross annual salary)
Permanent contract. We’re looking for someone to stay with us for the long run!
37,5h/ week as part of our plan for creating a better work-life balance.
Flexible hours. Even better! We all work from 10am-2pm CET. You can work the rest of your hours whenever you want. Whether you’re an early bird or a night owl, you’ll be in good company!
100% remote position. We maintain an office in Madrid (Spain), however, attendance at this location is discretionary. You are welcome to work remotely from any location with a reliable internet connection, provided that we share a time zone CET +/- 1 or you may choose to come to the office as often as you want.
23 days of paid leave, plus December 24th and 31st, and the possibility to ask for 10 extra non-paid leave days. We’re super flexible with your dates, you just need to make sure it’s fine with your team.
Choose the holiday calendar of where you live or from the headquarters (Madrid).
Continuous learning with internal and external training, conferences, and events (as a general rule we usually cover 100% of the cost). You’re encouraged to experiment with new best practices!
Language classes on the house (eng & span): classes paid for by the company as part of your work schedule.
2 PIWEEKs per year! A PIWEEK is a freeform week-long hackathon where you pause your day-to-day work and focus, either alone or in a team, on a cool project! Penpot was one of the projects born in past PIWEEKs!
Elevate your workspace. We provide a budget every 3 years to renew the equipment and after 3 years you can keep the “old” computer equipment!
An environment where your opinion matters. We have a culture of a consensus-driven decision-making process. You’ll quickly find yourself being involved in all Kaleidos’ things.
An open-source company. Our products are open-source and we support the open source environment as much as we can. We’re fully committed.
Self-organized teams: we believe that providing autonomy and independence is key for personal and collective accountability. Teams at Kaleidos operate internally with very little hierarchy and enjoy the freedom to better organize themselves.
Alan’s health insurance through flexible compensation (coverage only in Spain).

What is the process like?

Apply for this position if you think it could be a good match for your next professional challenge! The hiring team (including technical colleagues and members of our People team) will review your application. If we believe there’s a potential fit, we’ll get back to you as soon as possible.

If your profile aligns with our needs, we’ll invite you to a 25-minute introductory chat with someone from Kaleidos or our recruitment partner. This is a chance for us to learn more about your background, motivations, and expectations.
Should we move forward, we’d love for you to submit a cover letter sharing more about your experience and why you’re interested in joining Kaleidos.
We’ll schedule a 1.5-hour technical interview where we’ll explore your past projects, technical approach, and problem-solving skills. This helps us understand how you think and work.
You’ll have a 1-hour interview with one of our board members who supports Penpot’s mission to become the best collaborative design tool. This is a chance to discuss vision, strategy, and ask any high-level questions.
We’ll hold a 1.5-hour culture interview to dive deeper into your alignment with our values, ways of working, and collaborative culture. This is also a great opportunity for you to ask questions about life at Kaleidos.

Apply for this job

¿Quiénes somos?

We defend and believe in Open Source and proof of this is that our main project, Penpot, reflects that. We’re convinced that technology isn’t neutral. That’s why we like to shake things up and go against the status quo.

Penpot is the free open-source design tool that allows true collaboration between designers and developers. Penpot is one of the most promising global design tools for interaction design used by hundreds of thousands UX/UI designers, Product designers and web developers across the world.

Kaleidos is the company boosting Penpot. If you’re interested in getting a deeper sense of our culture and values, have a look at our website to gain insight into who we are and what we believe in.