Head of Enterprise Account Management, Malt
DACH & BENELUX
Offers stock options
3 days a week in office
Freelance consulting marketplace
Be an early applicant
Freelance consulting marketplace
501-1000 employees
Be an early applicant
Offers stock options
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
- Enterprise Sales Background: You have a proven track record in Strategic Account Management or Enterprise Sales, specifically managing decentralized portfolios of major accounts, backed by 7+ years of experience in B2B sales (ideally within SaaS, consulting, staffing, or IT services)
- Methodology Mastery: You demonstrate strong discipline in sales methodologies, specifically MEDDIC fundamentals, and leverage data-driven CRM management to successfully navigate long and complex sales cycles
- Empowering Leadership: You bring at least 2 years of solid management experience leading teams of comparable size. You are a "coach type" of manager, highly experienced in hiring, growing, promoting, and managing performance
- Strategic Vision & Execution: You possess the ability to transform a framework agreement into a detailed, long-term strategic plan that perfectly aligns with your client's business objectives
- Hunter-Farmer Mindset: You bring a proactive mindset for "farming" within large organizations; you genuinely enjoy hunting for new expansion opportunities within an existing client base and taking a hands-on approach in the field
- Executive Communication: You have exceptional skills in crafting and delivering strategic, ROI-focused presentations and articulate value delivered at every stage to influence C-level executives
- Project & Operational Excellence: You are highly experienced in business operations, forecast management, and performance steering, with the ability to structure complex deployments into clear projects with precise milestones and deadlines
- Languages: You have native-level German and full professional proficiency in English
What the job involves
- As the Head of Enterprise Account Management DACH & BENELUX, you are the leader and growth engine for our most significant local Enterprise accounts (≥2000 employees)
- Your mission is to support Malt's growth by managing a high-performing team of 3 to 4 Key Account Managers
- Currently comprising two team members in our Berlin office (plus one on maternity leave) and one in Brussels, your team is on a growing trajectory
- Reporting directly to the Managing Director Enterprise EMEA, Frédéric Brousse, you will guide your KAMs to transform single contracts into widespread, multi-departmental partnerships
- 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 clients’ workforces
- Team Leadership & Development: Supervise 2 to 6 KAMs across multiple countries to ensure the proper management of key accounts and the achievement of commercial objectives. You will act as a "coach" by organizing regular weekly 1:1 meetings and supporting their professional development through yearly reviews
- Strategic Business Planning: Define the commercial strategy for your territory to support Malt's overall cross-functional objectives. You will set priorities, manage forecasting, and closely monitor KPIs such as generated business volume and growth
- Executive Stakeholder Management: Develop and own close, trust-based relationships with C-level executives at our largest enterprise clients
- Account Expansion & Field Coaching: Maintain a hands-on sales mindset by proactively engaging with customers out on the field. You will work closely with your KAMs to develop existing client relationships and identify new business opportunities
- Cross-Functional Orchestration: Act as the main point of contact for internal teams such as Finance, Project, Customer Services, Marketing, and Tech to drive joint KPIs. You will also engage regularly with the Malt leadership team to drive strategic growth
Application process
- First call with Niko, our Talent Acquisition Lead, to better understand your background, aspirations, and answer any questions you may have. (45 minutes)
- Interview with your future manager, Frédéric Brousse, to delve into your experience and the specifics of the role. (60 minutes)
- Business case in order to assess your technical skills in account development and local prospection. (with Frédéric + VP/MD)
- Final interview with Manuel Brachet 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
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
$93.7m
GROWTH EQUITY VC
Feb 2019
$28m
SERIES C
Total funding: $130.1m
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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