Posted 4 months ago

Head of Account Management

ParisHybridFull-time

AI Summary

Head of Account Management leads the Enterprise account management team in the French market, owning long-term strategy, team structure, and performance for KAM and AM teams to drive sustainable growth and operational excellence.

About this role

🪐 Discover our galaxy

Join the Future of Work ! Malt is Europe's leading freelance marketplace, connecting over 900,000 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 our new Head of Enterprise Account Management, you will lead the Enterprise organization for a specific team in the French market, owning the long-term strategy, structure, and performance for our KAM and AM teams.

You will be responsible for scaling the Enterprise business while ensuring total alignment with our global commercial strategy.
Your role is pivotal in driving sustainable growth and operational excellence across our most strategic accounts.

Key responsibilities ✨

Manage, coach, and grow the KAM and AM Enterprise team to elevate strategic selling and execution excellence.

Define the team structure, portfolio allocation, and hiring roadmap based on account potential and team capacity.

Build and execute the Enterprise GTM strategy, including segmentation, target accounts, and clear priorities.

Own Enterprise KPIs, specifically focusing on revenue, margin, renewals, and expansions.

Consolidate forecasts and run performance routines to ensure reliable accuracy at the team and market level.

Support KAMs on strategic deals and high-stakes renewals, stepping in as a senior executive contact when necessary.

Standardize processes for account planning and contract deployment to ensure consistency across countries and segments.

About you 🧑‍🚀

High-level education, ideally in Business, Management, or a related commercial field.

Relevant experience (minimum 8+ years) in enterprise sales leadership, with a proven track record of managing high-performing account management teams.

Native level in French to effectively lead teams and engage with C-level stakeholders, and professional level in English as we evolve in an international environment.

Strong command of CRM tools and sales methodologies like MEDDIC to diagnose deal weaknesses and improve processes.

Expertise in sales forecasting and P&L management to provide data-driven reports to regional leadership.

How to join the mission? 🚀

First call with Agathe, our Talent Acquisition Lead, to better understand your background, aspirations and answer any questions you may have. (30-45 minutes)

Interview with your future manager, Aurélie, to delve into your experience and the specifics of the role. (45-60 minutes)

Business case for you to complete, which will be evaluated by Aurélie and Frédéric in order to assess your technical skills in portfolio strategy and team leadership.

Final interview with Hélène, HR Director and Manuel, CRO.