Malt2mo ago

Head of Enterprise Account Management DACH & BENELUX

Germany·BerlinGE Employeeexecutive

OtherAccount Management

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Quick Summary

Overview

🪐 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.

Technical Tools

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🪐 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 Situation: Malt is transforming the European freelance economy. While our Enterprise Acquisition team has successfully negotiated complex MSAs with some of the largest global corporations (2,000+ FTEs) in the DACH and Benelux regions, an MSA is merely a hunting license. These massive, decentralized corporate structures remain largely untapped and require relentless, strategic penetration to realize their true revenue potential.

The Task: We are not looking for a passive administrator to maintain the status quo. You are being hired to act as the strategic "founder" of the DACH & BENELUX expansion engine. Reporting directly to the MD Enterprise EMEA, your mandate is to scale and lead an elite squad of Key Account Managers (KAMs) across Germany and Belgium. Your mission is to architect the post-MSA "land and expand" strategy, transforming single-department contracts into widespread, multi-million Euro workforce backbones.

Action: Hire, coach, and develop a high-performing, multi-national squad of 2 to 6 Key Account Managers. Implement rigorous 1:1s, field coaching, and data-driven performance management.

Output: An autonomous, elite KAM unit operating with standardized, high-velocity expansion playbooks across distinct European markets.

Metrics of Performance: Supervision efficiency of the KAM squad across 2+ countries and overall KAM quota attainment/retention.

Action: Drive a proactive, hands-on sales mindset within your team. Penetrate massive, decentralized enterprise accounts by executing surgical mapping and expansion strategies to uncover net-new business units.

Output: The transformation of localized pilot frameworks into detailed, long-term global deployment plans that embed Malt into the client's core operations.

Metrics of Performance: Total Revenue Signed (Business Planning for Growth) and Net Revenue Retention (NRR).

Action: Act as the ultimate executive sponsor for your region. Command complex governance structures, craft ROI-focused narratives to influence C-Level executives, and align internal teams (Finance, Tech, Marketing, Project) to eliminate friction.

Output: Bulletproof, trust-based relationships at the C-suite level and seamless internal operations that accelerate deployment.

Metrics of Performance: Number of net-new platform users activated and volume of C-level meetings executed per quarter.

Commercial Leadership: 7+ years of quantifiable success in Enterprise Sales or Strategic Account Management within B2B SaaS, IT Services, Consulting, or Staffing ("intellectual services").

Management Scaling: 2+ years of solid leadership experience successfully hiring, scaling, and managing a team of comparable size (2-6 direct reports).

Enterprise Penetration: A documented track record of expanding decentralized portfolios within massive organizations, transforming initial footprints into multi-departmental rollouts.

Languages: Native-level fluency in German and full professional proficiency in English.

Advanced MEDDIC Expansion: You will deploy and coach the MEDDIC framework not just for net-new acquisition, but as a methodology for navigating long, complex post-sale expansion cycles.

Cross-Border Commercial Architecture: Mastering the nuances of scaling a unified revenue engine across the distinct corporate cultures of DACH and Benelux.

Hyper-Growth Forecasting: Developing top-tier acumen in complex business operations, forecast management, and performance steering at a regional scale.

You are a true "Player-Coach" who thrives on getting your hands dirty in the field with your KAMs while simultaneously elevating the macro-strategy.

You look at a massive, decentralized corporate org chart and immediately see a strategic puzzle waiting to be systematically dismantled and monetized.

You inherently lead with data, methodology, and a "hunter" intensity applied to existing accounts.

You prefer passive "relationship management" over active, quota-carrying revenue expansion.

You want to manage exclusively from a spreadsheet and shy away from jumping into high-stakes C-suite negotiations alongside your team.

You require a fully baked, perfectly structured corporate environment rather than enjoying the fast-paced, "fluid chaos" of building an operational unit in a scale-up.

Day 30: Submerge into Malt's marketplace mechanics and audit the current DACH & Benelux enterprise portfolio. Output: Deliver your 12-month commercial strategy and territory expansion thesis.

Day 60: Actively join your KAMs in the field, taking over executive sponsorships for top-tier accounts. Output: Implement standardized, CRM-backed forecasting and MEDDIC-driven expansion blueprints across the team.

Day 90: Take absolute control of your regional engine. Metric of Performance: Drive undeniable mathematical impact on Revenue Signed, new user activation, and C-level meeting velocity.

First Call (45m): High-level alignment with Niko (Talent Acquisition Lead) to audit your leadership philosophy and commercial track record.

Strategic Deep Dive (60m): Interview with Frédéric Brousse (MD Enterprise EMEA) to dissect your management style, expansion methodologies, and enterprise acumen.

Business Case Simulation: An assessment of your technical skills in account development and multi-national prospection, presented to Frédéric and a VP/MD.

Raise The Bar (RTB) Interview: Final vision alignment with Manuel Brachet (CRO) to discuss Malt’s long-term macro-economic growth and your capacity to scale.

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.

Location & Eligibility

Where is the job

Berlin, Germany

Hybrid — some on-site time required

Who can apply

Listing Details

Posted: May 7, 2026
First seen: May 8, 2026
Last seen: July 14, 2026

Posting Health

Days active: 66
Repost count: 0
Trust Level: 33%
Scored at: July 14, 2026

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Apply for this position

Malt

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Malt is a leading European freelance marketplace connecting businesses with a vast community of freelancers and independent consultants, simplifying talent acquisition and project management.

Employees

750

Founded

2013

Domain

Jobs

External application · ~5 min on Malt's site

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