As our new Head of Enterprise Account Management, you will lead the Enterprise organization for a specific team in the French market, owning the long-term strategy, structure, and performance for our KAM and AM teams.
You will be responsible for scaling the Enterprise business while ensuring total alignment with our global commercial strategy.
Your role is pivotal in driving sustainable growth and operational excellence across our most strategic accounts.
Key responsibilities ✨
- Manage, coach, and grow the KAM and AM Enterprise team to elevate strategic selling and execution excellence.
- Define the team structure, portfolio allocation, and hiring roadmap based on account potential and team capacity.
- Build and execute the Enterprise GTM strategy, including segmentation, target accounts, and clear priorities.
- Own Enterprise KPIs, specifically focusing on revenue, margin, renewals, and expansions.
- Consolidate forecasts and run performance routines to ensure reliable accuracy at the team and market level.
- Support KAMs on strategic deals and high-stakes renewals, stepping in as a senior executive contact when necessary.
- Standardize processes for account planning and contract deployment to ensure consistency across countries and segments.
About you 🧑🚀
- High-level education, ideally in Business, Management, or a related commercial field.
- Relevant experience (minimum 8+ years) in enterprise sales leadership, with a proven track record of managing high-performing account management teams.
- Native level in French to effectively lead teams and engage with C-level stakeholders, and professional level in English as we evolve in an international environment.
- Strong command of CRM tools and sales methodologies like MEDDIC to diagnose deal weaknesses and improve processes.
- Expertise in sales forecasting and P&L management to provide data-driven reports to regional leadership.
How to join the mission? 🚀
- First call with Agathe, 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, Frédéric, to delve into your experience and the specifics of the role. (45-60 minutes)
- Business case for you to complete, which will be evaluated by two sales leaders in order to assess your technical skills in portfolio strategy and team leadership.
- Final interview with Hélène, HR Director and Manuel, CRO.
Skills Required
- Minimum 8+ years in enterprise sales leadership
- Proven experience managing and coaching KAM and AM teams
- Native-level French
- Professional-level English
- Strong command of CRM tools
- Familiarity with sales methodologies (e.g., MEDDIC)
- Expertise in sales forecasting and P&L management
- Higher education in Business, Management, or related field
What We Do
Malt is a platform that connects businesses with freelancers, finding the perfect match for every project. Our mission is to provide everyone with the freedom to choose what work they do and who they do it with. By helping to redefine the world of work and the relationships we have with it we hope to empower everyone to shape their careers to fit exactly what they’re looking for. Malt was founded in 2013 by Vincent Huguet and Hugo Lassiège, who were both joined by Alexandre Fretti as Co-CEO in 2020. In March 2022, Malt acquired Comatch, enabling us to create a dedicated category for independent management consultants and interim executives where clients can access vetted expertise, known as Malt Strategy. We have now gained the trust of more than 550,000 freelancers and 70,000 clients, becoming one of the leading marketplaces for freelance talent. We are currently operational in nine countries and regions: Belgium, France, Germany, the Netherlands, the Nordics, Spain, Switzerland, the UAE and the UK. Malt has evolved into a successful scaleup with more than 700 employees from 44 different nationalities, who share the same values of care, ambition, joy and autonomy. Join us and become part of the future of work!
