Key Account Manager - Enterprise at malt

🪐 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. As a Key Account Manager for our Enterprise segment, your primary mission is to manage and expand a portfolio of large enterprise accounts (2,000+ FTEs) where Malt already has a foothold. You will focus on growing these accounts in terms of revenue, projects, and people, transitioning them from small footholds into significant, high-value strategic partnerships. Key Missions • Contract Ownership: Own the national contract and lead all MSA renewal processes to secure long-term stability. • Account Deployment & Expansion: Map complex organizational structures, activate new Business Units (BUs), and influence stakeholders to open new lines of business. • Strategic Prospection: Run structured internal prospection to identify and activate new teams, departments, and geographies within your assigned accounts. • Executive Governance: Prepare and lead high-impact Quarterly Business Reviews (QBRs) and maintain relationships with Economic Buyers and C-level stakeholders. • Growth Execution: Drive both "Expansion" (new geographies/departments) and "Extension" (growing scope within active teams) to maximize revenue. • Operational Rigor: Maintain a high-quality pipeline and forecast accuracy using MEDDIC discipline and impeccable CRM hygiene. • Cross-Functional Coordination: Act as the internal conductor, aligning AMs, ClientOps, Product, and Customer Admin to remove blockers and accelerate account development. • Strategic Support: Provide critical field insights for RFPs, case studies, and strategic preparation to the Head of Enterprise. About You • You have a minimum of 6 years of professional experience in sales, including at least 2 years of direct experience in a Key Account Management role. • Proven track record in Strategic Account Management or Enterprise Sales, specifically managing decentralized portfolios of 2–10 major accounts. • Proven track record in SaaS, technology, or high-value consulting services. • Ability to transform a framework agreement into a detailed, long-term strategic plan aligned with client business objectives. • Deep understanding of contract profitability and the ability to articulate ROI and value delivered at every stage. • A proactive mindset for "farming" within accounts, you enjoy hunting for new opportunities within an existing client base. • Exceptional skills in delivering strategic, ROI-focused presentations to C-level executives. • Strong discipline in MEDDIC fundamentals and data-driven CRM management. • Ability to structure deployments into clear projects with precise milestones and deadlines. • You are a collaborative team player who thrives in a high-growth environment and contributes positively to the culture. • Full professional proficiency in English. • Willingness to travel regularly within your home country (at least once a month if not co-located with your clients). 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 🏖️ Annual leave: 30 days/year 📆 Sabbatical: 1 month paid sabbatical once you've been with Malt for 3 years 💰 Bonus scheme: For certain positions such as sales, there will be an opportunity to earn a bonus based on your performance! Your recruiter will tell you at interview stage if there is a bonus for the position you are applying for 📈 Stock options: Every Malter is entitled to stock options  📚 Free books: If you’re interested in learning more about any topic relevant to your career, 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 💻 Remote work: Hybrid remote policy 🩺 Private health insurance: Rewarded for healthy living by our UK provider Vitality 🚴 Cycle to work scheme: Save on a bike and equipment 🚊 Season ticket loan: Save on public transport 💸 Pension: Malt contributes 5% through Aviva 🐶 Dog friendly office: In the heart of London! 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.