- 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
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.
Key responsibilities ✨
- 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.
About you 🧑🚀
- 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.
How to join the mission? 🚀
- 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.
Skills Required
- 7+ years of experience in B2B sales, ideally in SaaS, consulting, staffing, or IT services
- At least 2 years of management experience leading teams
- Strong discipline in sales methodologies, particularly MEDDIC fundamentals
- Native-level German and full professional proficiency in English
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!
