Head of Enterprise Account Management DACH & BENELUX

• 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

The Mission 🪐

• The Situation: Malt is transforming the European freelance economy. While our Enterprise Acquisition team has successfully negotiated complex MSAs with some of the largest global corporations (2,000+ FTEs) in the DACH and Benelux regions, an MSA is merely a hunting license. These massive, decentralized corporate structures remain largely untapped and require relentless, strategic penetration to realize their true revenue potential.
• The Task: We are not looking for a passive administrator to maintain the status quo. You are being hired to act as the strategic "founder" of the DACH & BENELUX expansion engine. Reporting directly to the MD Enterprise EMEA, your mandate is to scale and lead an elite squad of Key Account Managers (KAMs) across Germany and Belgium. Your mission is to architect the post-MSA "land and expand" strategy, transforming single-department contracts into widespread, multi-million Euro workforce backbones.

Key Responsibilities ✨

Pillar 1: Cross-Border Team Leadership & Scaling

Action: Hire, coach, and develop a high-performing, multi-national squad of 2 to 6 Key Account Managers. Implement rigorous 1:1s, field coaching, and data-driven performance management.

Output: An autonomous, elite KAM unit operating with standardized, high-velocity expansion playbooks across distinct European markets.

Metrics of Performance: Supervision efficiency of the KAM squad across 2+ countries and overall KAM quota attainment/retention.

Pillar 2: Strategic Account Expansion (The "Hunter-Farmer")

Action: Drive a proactive, hands-on sales mindset within your team. Penetrate massive, decentralized enterprise accounts by executing surgical mapping and expansion strategies to uncover net-new business units.

Output: The transformation of localized pilot frameworks into detailed, long-term global deployment plans that embed Malt into the client's core operations.

Metrics of Performance: Total Revenue Signed (Business Planning for Growth) and Net Revenue Retention (NRR).

Pillar 3: Executive Governance & Cross-Functional Orchestration

Action: Act as the ultimate executive sponsor for your region. Command complex governance structures, craft ROI-focused narratives to influence C-Level executives, and align internal teams (Finance, Tech, Marketing, Project) to eliminate friction.

Output: Bulletproof, trust-based relationships at the C-suite level and seamless internal operations that accelerate deployment.

Metrics of Performance: Number of net-new platform users activated and volume of C-level meetings executed per quarter.

Requirements & The Skills Matrix 🔍

Proven Mastery (What you have already built):

Commercial Leadership: 7+ years of quantifiable success in Enterprise Sales or Strategic Account Management within B2B SaaS, IT Services, Consulting, or Staffing ("intellectual services").

Management Scaling: 2+ years of solid leadership experience successfully hiring, scaling, and managing a team of comparable size (2-6 direct reports).

Enterprise Penetration: A documented track record of expanding decentralized portfolios within massive organizations, transforming initial footprints into multi-departmental rollouts.

Languages: Native-level fluency in German and full professional proficiency in English.

Skills You Will Deploy & Develop:

Advanced MEDDIC Expansion: You will deploy and coach the MEDDIC framework not just for net-new acquisition, but as a methodology for navigating long, complex post-sale expansion cycles.

Cross-Border Commercial Architecture: Mastering the nuances of scaling a unified revenue engine across the distinct corporate cultures of DACH and Benelux.

Hyper-Growth Forecasting: Developing top-tier acumen in complex business operations, forecast management, and performance steering at a regional scale.

The Self-Selection Filter ❓

This role is perfect for you if:

You are a true "Player-Coach" who thrives on getting your hands dirty in the field with your KAMs while simultaneously elevating the macro-strategy.

You look at a massive, decentralized corporate org chart and immediately see a strategic puzzle waiting to be systematically dismantled and monetized.

You inherently lead with data, methodology, and a "hunter" intensity applied to existing accounts.

This role is NOT for you if:

You prefer passive "relationship management" over active, quota-carrying revenue expansion.

You want to manage exclusively from a spreadsheet and shy away from jumping into high-stakes C-suite negotiations alongside your team.

You require a fully baked, perfectly structured corporate environment rather than enjoying the fast-paced, "fluid chaos" of building an operational unit in a scale-up.

30-60-90 Day Impact Plan 🏁

• Day 30: Submerge into Malt's marketplace mechanics and audit the current DACH & Benelux enterprise portfolio. Output: Deliver your 12-month commercial strategy and territory expansion thesis.
• Day 60: Actively join your KAMs in the field, taking over executive sponsorships for top-tier accounts. Output: Implement standardized, CRM-backed forecasting and MEDDIC-driven expansion blueprints across the team.
• Day 90: Take absolute control of your regional engine. Metric of Performance: Drive undeniable mathematical impact on Revenue Signed, new user activation, and C-level meeting velocity.

How to join the mission? 🚀

• First Call (45m): High-level alignment with Niko (Talent Acquisition Lead) to audit your leadership philosophy and commercial track record.
• Strategic Deep Dive (60m): Interview with Frédéric Brousse (MD Enterprise EMEA) to dissect your management style, expansion methodologies, and enterprise acumen.
• Business Case Simulation: An assessment of your technical skills in account development and multi-national prospection, presented to Frédéric and a VP/MD.
• Raise The Bar (RTB) Interview: Final vision alignment with Manuel Brachet (CRO) to discuss Malt’s long-term macro-economic growth and your capacity to scale.