Strategic Account Executive

🪐 Discover our galaxy   Join the Future of Work ! Malt is Europe's leading freelance marketplace, connecting over 1,000,000 talented freelancers with 100,000+ companies. Founded in 2013, we're transforming how work gets done through our tech-powered, human-centered platform. What makes us different:

• 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

Ready to help shape the future of work? Your next chapter starts here! At Malt we believe that Ambition is the Way, so all lists of missions and responsibilities are non-exhaustive.

The Mission 🪐

• The Situation: Malt is cementing its position as the undeniable leader in the European freelance economy. While our tech-powered platform connects over 1,000,000 top-tier freelancers with 100,000+ companies, the DACH Enterprise sector presents a massive, untapped frontier. This market is dominated by complex, multinational corporate structures with deeply entrenched procurement protocols that are ripe for disruption.
• The Task: We are not hiring you to manage an existing portfolio or farm warm leads. You are being brought in to architect and own the zero-to-one enterprise acquisition strategy for the DACH region. Operating as the "founder" of your territory, your mandate is to systematically penetrate massive global accounts, navigate labyrinthine procurement structures, and secure highly scalable, multi-country Master Service Agreements (MSAs) that will cement Malt's dominance in the German-speaking market and beyond.

Key Responsibilities ✨

Pillar 1: Strategic Territory Architecture & Hunting

• Action: Map out complex, global enterprise accounts within the DACH region, aggressively designing and executing surgical prospecting strategies to breach heavily fortified multi-stakeholder environments (Procurement, HR, and independent Business Units).
• Output: A localized, highly qualified pipeline of net-new DACH Enterprise logos and concrete, multi-threaded stakeholder maps.
• Metrics of Performance: Enterprise GSV Pipeline Generated and CRM forecast integrity.

Pillar 2: Deal Orchestration & RFP Command

• Action: Run rigorous, in-depth discovery utilizing the full MEDDIC framework to validate severe business pain, identify the true Economic Buyer, and aggressively lead end-to-end RFI/RFP processes alongside our Bid Management and technical teams.
• Output: Compelling, ROI-driven business proposals and precisely engineered enterprise pilot programs designed to prove undeniable platform value.
• Metrics of Performance: RFI/RFP Win Rate and Pilot-to-MSA Conversion Rate.

Pillar 3: Heavy-Weight Negotiation & Scalable Revenue Activation

• Action: Command ruthless, complex negotiations for global Master Service Agreements involving tight friction with Legal, Finance, and Procurement across multiple countries. Upon signature, engineer the scalable handover strategy to the local Account Management teams.
• Output: Executed, multi-country MSAs and comprehensive post-signature deployment kickoff plans.
• Metrics of Performance: Total Contract Value (TCV) Signed and Deal Velocity (managing complex cycles efficiently without losing momentum).

Requirements & The Skills Matrix 🔍

Proven Mastery (What you have already built):

• A minimum of 8 years of quantifiable, proven track record hunting and closing complex, 7-figure B2B sales cycles within a SaaS/Tech environment.
• Deep familiarity with the staffing, "future of work" industry, MSPs, or Tier 1 recruitment groups.
• Demonstrated success navigating extremely long sales cycles and managing strategic concessions to close highly scalable deals.
• Native-level fluency in German and full professional fluency in English.

Skills You Will Deploy & Develop:

• Advanced MEDDIC Mastery: You will deploy this framework with such rigor that you act as the internal benchmark and can actively coach others on its nuances.
• C-Suite ROI Narrative Construction: Mastering the art of delivering disruptive narratives that challenge legacy customer assumptions and shift C-level perspectives on the "Future of Work."
• Cross-Border Deal Structuring: Developing top-tier acumen in multi-country legal, financial, and compliance orchestration.

The Self-Selection Filter ❓

This role is perfect for you if:

• You are an elite hunter who actively enjoys the strategic friction of a complex enterprise sales cycle and navigating massive corporate red tape.
• You operate with extreme ownership—you treat your pipeline like your own startup's P&L and do not wait for permission or inbound leads to execute.
• You naturally think in terms of "Economic Buyers," "Decision Criteria," and "Validation Events" rather than just "having good meetings."

This role is NOT for you if:

• You rely heavily on inbound marketing or a pre-packaged SDR playbook to hit your pipeline numbers.
• You get easily intimidated by heavy-weight legal negotiations, aggressive procurement teams, or highly structured RFP processes.
• You prefer predictable, transactional account maintenance over the high-stakes thrill of net-new, multi-country enterprise acquisition.

30-60-90 Day Impact Plan 🏁

• Day 30: Submerge into our marketplace mechanics, master the Malt value proposition, and map the top tier of DACH global enterprise accounts. Output: Delivery of your fully architected account penetration strategy.
• Day 60: Execute initial outreach, identify key Economic Buyers within target accounts, and begin orchestrating your first high-stakes pilot phases. Output: Establish a predictable, MEDDIC-qualified enterprise pipeline.
• Day 90: Take absolute control of your Metrics of Performance. Lead your first complex RFI/RFP processes or MSA negotiations end-to-end and initiate scalable handover plans. Output: Secure early enterprise traction that directly impacts the regional bottom line.

How to join the mission? 🚀

• First Call (45m): High-level alignment with Niko (Talent Acquisition Lead) to audit your background and entrepreneurial drive.
• Strategic Deep Dive (60m): Interview with your future manager, Théo, to dissect your past enterprise deals and MEDDIC rigor.
• Business Case (60m): A live simulation to assess your technical account development, localized prospecting skills, and C-level narrative delivery.
• Final Vision Call (30m): Interview with our CRO to discuss Malt’s long-term scale and how your ambition aligns with our macro-economic growth. Life on planet Malt is the perfect space to thrive personally and professionally 💫   🤝 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. 💻 Remote work: Hybrid remote policy - 3 days office / 2 days home-office. 🏖️ Annual leave: 30 days/year. 📆 Sabbatical: 1 month paid sabbatical once you've been with Malt for 3 years. 📈 Stock options: Every Malter is entitled to stock options.  🍽️ Lunch vouchers: 6,50€ per day / 15 days a month. 🐶 Dog friendly office: In the heart of Munich/Berlin! ❓ Choose your Benefit: Transport reimbursement, Gym membership, Organic Food voucher or Rydes Mobility App. 📚 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.   Ready? Get your ticket to Malt 🪐    At Malt, we are committed to fostering an inclusive and diverse workplace. We recruit based on skills, experience, and potential, without any form of discrimination related to age, gender, sexual orientation, ethnicity, religion, or disability. Our mission is to create a work environment where everyone feels valued, respected, and safe to thrive.   Your profile may be subject to background screening. For more information see our candidate privacy policy.