Strategic Account Executive, Malt
Enterprise, NL
+ Stock options
More information about location
3 days a week in office
Freelance consulting marketplace
Be an early applicant
Freelance consulting marketplace
501-1000 employees
Be an early applicant
+ Stock options
More information about location
3 days a week in office
501-1000 employees
Company mission
Give people the freedom to choose who they work with
Role
Who you are
- Demonstrated track record of independently hunting and closing high-value, multi-stakeholder Enterprise MSAs
- Documented success navigating Procurement-heavy environments and managing strategic concessions to close highly scalable deals
- Native-level fluency in Dutch and full professional fluency in English
- You are an elite hunter who actually enjoys the strategic friction of enterprise sales cycles and navigating massive corporate red tape
- You operate with extreme ownership—you treat your pipeline like your own startup's P&L and don't wait for permission to execute
- You naturally think in terms of "Economic Buyers" and "Decision Criteria" rather than just "having good chats with clients."
What the job involves
- The Situation: Malt is cementing its position as the undeniable leader in the European freelance economy. While our tech-powered platform connects over 1,000,000 top-tier freelancers with 100,000+ companies, the Dutch Enterprise sector presents a massive, untapped frontier. This market is dominated by complex, multinational corporate structures with deeply entrenched procurement protocols that are ripe for disruption
- The Task: We are not hiring you to manage an existing portfolio or ride the coattails of marketing leads. You are being brought in to architect and own the zero-to-one enterprise acquisition strategy for the Netherlands. Operating as the "founder" of your own internal business unit, your mandate is to systematically penetrate massive global accounts, navigate labyrinthine procurement structures, and secure scalable, multi-country MSAs that will cement Malt's dominance in the region
- Pillar 1: Strategic Territory Architecture & Hunting
- Action: Map out complex, multinational Dutch enterprise accounts, actively designing and executing surgical prospecting strategies to breach heavily fortified multi-stakeholder environments (Procurement, HR, and independent Business Units)
- Output: A localized, highly qualified pipeline of net-new Enterprise logos and concrete stakeholder maps
- Metrics of Performance: Enterprise GSV Pipeline Generated and CRM forecast accuracy
- Pillar 2: Deal Orchestration & RFP Command
- Action: Run rigorous, in-depth discovery using the full MEDDIC framework to validate severe business pain, identify the true Economic Buyer, and lead end-to-end RFI/RFP processes alongside our Bid Management team
- Output: Compelling, ROI-driven proposals and precisely engineered enterprise pilot programs designed to prove undeniable platform value
- Metrics of Performance: RFI/RFP win rate and Pilot-to-MSA Conversion Rate
- Pillar 3: Heavy-Weight Negotiation & Revenue Activation
- Action: Drive complex negotiations for global Master Service Agreements involving tight friction with Legal, Finance, and Procurement across multiple countries. Upon signature, engineer the scalable handover strategy to the local Account Management teams
- Output: Executed multi-country MSAs and comprehensive post-signature deployment plans
- Metrics of Performance: Total Contract Value (TCV) Signed and Deal Velocity (managing complex cycles efficiently without losing momentum)
- Skills You Will Deploy & Develop:
- Advanced MEDDIC Mastery: You will deploy this framework with such rigor that you act as the internal benchmark and coach for complex deal navigation
- C-Suite ROI Narrative Construction: Mastering the art of delivering disruptive narratives that challenge customer assumptions and shift legacy C-level perspectives on the "Future of Work."
- Cross-Border Deal Structuring: Developing top-tier acumen in multi-country legal and financial orchestration
- Day 30: Submerge into our marketplace mechanics, master the Malt value proposition, and map the top tier of Dutch global enterprise accounts. Output: Delivery of your fully architected account penetration strategy
- Day 60: Execute initial outreach, identify key Economic Buyers within target accounts, and begin orchestrating your first high-stakes pilot programs. Output: Establish a predictable, MEDDIC-qualified enterprise pipeline
- Day 90: Take absolute control of your Metrics of Performance. Lead your first complex MSA negotiations end-to-end and initiate scalable handover plans. Output: Secure early enterprise traction that directly impacts the regional bottom line
Application process
- First Call (45m): High-level alignment with Niko (Talent Acquisition Lead) to audit your background and entrepreneurial drive
- Strategic Deep Dive (60m): Interview with your future manager, Luke, to dissect your past enterprise deals and MEDDIC rigor
- Business Case (60m): A live simulation to assess your technical account development, localized prospecting skills, and C-level narrative delivery
- Final Vision Call (30m): Interview with our CRO to discuss Malt’s long-term scale and how your ambition aligns with our macro-economic growth
Our take
Malt is carving out a unique space in the European freelance marketplace by specialising in connecting companies with technically skilled freelancers like developers, data scientists, and project managers. This targeted approach sets it apart from broader platforms like Upwork and Fiverr, where diverse talents compete for projects often through low bids.
The company further distinguishes itself by offering dedicated account managers to companies. These account managers help source the right talent, handle payments, and manage legal and administrative tasks. This comprehensive service caters to the growing trend of digital nomadism, attracting skilled technical professionals seeking freelance opportunities.
Malt's success is evident in its funding, attracting significant investment, and growing its network to over 800,000 freelancers across five European countries. Its also secured partnerships with major companies like Unilever, Bosch, and L'Oréal, further solidifying its position as a leading player. Following its acquisition of competitor Comatch, it has set ambitious goals to become the go-to freelancer marketplace in Europe.
Steph
Company Specialist at Welcome to the Jungle
Insights
35% employee growth in 12 months
Company
Funding (last 2 of 5 rounds)
May 2021
$91m
GROWTH EQUITY VC
Feb 2019
$28m
SERIES C
Total funding: $127.1m
Company benefits
- 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
- Equity: Every Malter is entitled to stock options
- Lunch vouchers: €9/day on your Swile card
- Transportation: 50% reimbursement (any type of transport)
- RTT: From 8 to 12 days off
- 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
- Work from home for up to 2 days a week
- Annual team building events
Company HQ
Chaussée-d'Antin, Paris, France
Leadership
Vincent Huguet
(Co-Founder & Co-CEO)Previously a Corporate Development Manager at Telmex. Founded Mexico's leading online florist Algoespecial, and then co-founded online printer Groupe Aventers.
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