About the role
- Strategic Account Mapping: Map global enterprise accounts to identify multi-stakeholder entry points across Procurement, HR, and Business Units.
- Full-Cycle Acquisition: Design and execute prospecting strategies adapted to massive corporate structures and specific enterprise use cases.
- Expert Qualification: Lead in-depth, multi-stakeholder discovery using the full MEDDIC framework to validate pain, identify the Economic Buyer, and map the decision process.
- Pilot Orchestration: Define and coordinate pilot phases to prove value, validate process readiness, and build the "appetite" for full-scale deployment.
- RFP Leadership: Lead RFI/RFP processes end-to-end, partnering with Bid Management and technical experts to deliver winning proposals.
- Complex Negotiations: Manage heavy-weight MSA negotiations involving Procurement, Legal, and Finance across multiple countries and business units.
- Scalable Handover: Prepare deployment plans that ensure a successful post-MSA kick-off, transitioning the account smoothly to local Account Management teams.
- Pipeline Excellence: Maintain a rigorous, advanced forecast with MEDDIC excellence within the CRM.
About you
- Full professional fluency in both German and English is mandatory.
- Proven track record of closing high-value, multi-stakeholder MSAs within the DACH region.
- Mastery of the MEDDIC sales methodology, you apply it with rigor and can coach others on its nuances.
- Strong experience navigating Procurement-heavy environments and managing strategic concessions to close scalable deals.
- Willingness to travel extensively for client meetings and events; ability to move within the EU every two weeks.
- Ability to deliver ROI-driven narratives that challenge customer assumptions and meet C-level expectations.
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!
