Key Account Manager
Vor 4 Tagen
Join the Future of Work Malt is Europe's leading freelance marketplace, connecting over 850,000 talented freelancers with 90,000+ companies. Founded in 2013, we're transforming how work gets done through our tech-powered, human-centered platform. What makes us different:
- A diverse team of 600 Malters across 6 European countries - A culture that champions equality (50% of our Comex are women) and inclusive growth - Backed by top investors including ISAI, Serena Capital, Eurazeo Growth, Goldman Sachs, and BPI - A mission to give everyone the freedom to work differently
Ready to help shape the future of work? Your next chapter starts here
At Malt we believe that Ambition is the Way, so all lists of missions and responsibilities are non-exhaustive.
Explore your future career
The Key Account Manager, Enterprise is the guardian and growth engine of our most significant decentralized Enterprise accounts (≥2000 employees). You are responsible for contract ownership, renewals, and long-term success. Your primary goal is to transform a single contract into a widespread, multi-departmental partnership. You will lead deployment post-MSA, drive extension into new business units, and orchestrate complex governance to ensure Malt becomes the strategic backbone of your client's workforce. Key responsibilities
- Contract Ownership: Own the national contract and lead all MSA renewal processes to secure long-term stability.
- Account Deployment & Expansion: Map complex organizational structures, activate new Business Units (BUs), and influence stakeholders to open new lines of business.
- Strategic Prospection: Run structured internal prospection to identify and activate new teams, departments, and geographies within your assigned accounts.
- Executive Governance: Prepare and lead high-impact Quarterly Business Reviews (QBRs) and maintain relationships with Economic Buyers and C-level stakeholders.
- Growth Execution: Drive both "Expansion" (new geographies/departments) and "Extension" (growing scope within active teams) to maximize revenue.
- Operational Rigor: Maintain a high-quality pipeline and forecast accuracy using MEDDIC discipline and impeccable CRM hygiene.
- Cross-Functional Coordination: Act as the internal conductor, aligning AMs, ClientOps, Product, and Customer Admin to remove blockers and accelerate account development.
- Strategic Support: Provide critical field insights for RFPs, case studies, and strategic preparation to the Head of Enterprise.
- Proven track record in Strategic Account Management or Enterprise Sales, specifically managing decentralized portfolios of 2–10 major accounts.
- Ability to transform a framework agreement into a detailed, long-term strategic plan aligned with client business objectives.
- Deep understanding of contract profitability and the ability to articulate ROI and value delivered at every stage.
- A proactive mindset for "farming" within accounts, you enjoy hunting for new opportunities within an existing client base.
- Exceptional skills in delivering strategic, ROI-focused presentations to C-level executives.
- Strong discipline in MEDDIC fundamentals and data-driven CRM management.
- Ability to structure deployments into clear projects with precise milestones and deadlines.
- Full professional proficiency in English and German.
- Willingness to travel regularly within your home country (at least once a month if not co-located with your clients).
- First call with Niko, our Talent Acquisition Lead, to better understand your background, aspirations, and answer any questions you may have minutes)
- Interview with your future manager, Hendrik, to delve into your experience and the specifics of the role minutes)
- Business case in order to assess your technical skills in account development and local prospection.
- Final interview with a C-level executive to discuss Malt's long-term vision and how you fit into our strategic growth.
- Onboarding: Before easing into your new role, you'll spend your first week learning about our culture, products, and services with other onboardees at our office in Paris - 30 days of vacation per year - Employee Stock Options so you can profit from the business as we grow it - Malt sabbatical: After three years, every Malter is entitled to a one month paid sabbatical leave. - Free books: If you're interested in learning more about any topic relevant to Malt's business, just tell us the books you'd like to read, and we'll order them for you—without any questions asked or approval processes to follow. - Annual team building events
Ready? Get your ticket to Malt
At Malt, we are committed to fostering an inclusive and diverse workplace. We recruit based on skills, experience, and potential, without any form of discrimination related to age, gender, sexual orientation, ethnicity, religion, or disability. Our mission is to create a work environment where everyone feels valued, respected, and safe to thrive.
Your profile may be subject to background screening. For more information see our candidate privacy policy. We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.
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