Head of Enterprise Account Management DACH & BENELUX

🪐 Discover our galaxy   Join the Future of Work ! Malt is Europe's leading freelance marketplace, connecting over 850,000 talented freelancers with 90,000+ 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.
Explore your future career  🔭

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.

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.