Key Account Manager, Malt
Enterprise
+ Employee Stock Options
3 days a week in office
Freelance consulting marketplace
Open for applications
Freelance consulting marketplace
501-1000 employees
Open for applications
+ Employee 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
- 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)
What the job involves
- 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
- 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
Application process
- First call with Niko, our Talent Acquisition Lead, to better understand your background, aspirations, and answer any questions you may have. (30-45 minutes)
- Interview with your future manager, Hendrik, to delve into your experience and the specifics of the role. (45-60 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
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
$93.1m
GROWTH EQUITY VC
Feb 2019
$28m
SERIES C
Total funding: $129.4m
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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