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Key Account Manager - Global Accounts - UK

LondonHybrid

AI Summary

Manages UK enterprise accounts for a freelance marketplace, driving local adoption and revenue expansion of global framework agreements through prospecting, stakeholder engagement, and cross-functional coordination.

About this role

🪐 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.

Explore your future career 🔭

As our new Key Account Manager for Global Accounts, you will join the Global Account Management team with our internal job title National Account Manager. This area plays a central role in Malt's plan to accelerate our growth. You will be the driving force behind the local execution, adoption, and revenue expansion of our global enterprise accounts in the UK region.

In this role, you will bridge the gap between global frameworks and local impact. You will work closely with Global Account Managers (GAMs) to map local organizations, run high-velocity outreach, and unlock project-level opportunities across key enterprise clients (such as Mars, IFF, and KO). This is an opportunity to join a fast-scaling team in a high-energy role, driving hands-on business growth in a core market.

Key responsibilities ✨

Ownership & Strategy: Design and execute tailored UK account plans in alignment with guidance from the GAM and Head of GAM. Take full ownership of local revenue signed targets, striving for a minimum of 100% target achievement.

Active Prospecting & Account Mapping: Drive high-volume, high-energy local prospecting across mapped accounts. Identify, engage, and pitch to country-level decision-makers and hiring managers across HR, Procurement, IT, and core Business Units.

Deployment & Pilot Leadership: Lead the successful rollout of global framework agreements locally. Source, initiate, and support pilot projects and first-time use cases to drive immediate platform adoption and long-term retention.

Cross-Functional Orchestration: Act as the local operational anchor for your accounts. Collaborate seamlessly with Marketing, Finance, Onboarding, Customer Success, and Managed Service Providers (MSPs)/vendor networks to clear operational roadblocks and ensure delivery excellence.

Consultative Value Selling & Pipeline Hygiene: Use consultative sales frameworks (e.g., MEDDIC) to surface client pain points, conduct deep-dive needs assessments, and present ROI-driven solution pitches. Maintain real-time pipeline hygiene, accurate deal stage tracking, and forecasting inputs in CRM.

Global Synergy & Market Insights: Collaborate with international Key/Global Account Managers across different regions to share best practices and ensure unified global execution. Provide critical UK-specific market insights for RFPs, local constraints, and emerging use cases.

AI & Modern Sales Stack: Leverage modern sales tools—including LinkedIn Sales Navigator, Modjo (or similar), and internal AI-driven enablement solutions—to streamline outreach, perform account analysis, and maximize daily sales efficiency.

Activity & Success Expectations

High-Rhythm Prospecting: Execute ~50 target outreach touchpoints/calls per week and secure ~6 face-to-face selling meetings weekly with new local hiring managers.

Pipeline Coverage: Build and maintain 4x pipeline coverage relative to revenue targets leading into your first full post-ramp quarter.

Project Activation: Consistently source new project opportunities (targeting 20+ initial project sourcings per quarter) to fuel account growth.

About you 🧑‍🚀

Commercial Experience: 3–5+ years of commercial B2B experience in sales or account management.

Recruitment / IT Staffing Foundation: Background in IT recruitment, IT staffing services, or technology personnel services, ideally combined with experience in SaaS or B2B tech sales.

Growth Mindset & Energy: Strong blend of a hunter mindset with a client-centric, consultative style. Self-motivated, resilient, and proactive about driving daily activity and solving problems.

Technical & Industry Understanding: Ability to speak the language of IT managers, CIOs, and enterprise department heads to identify skill gaps and project needs.

Stakeholder Management: Fluent in English with exceptional written and verbal communication skills. Capable of building trust with operational hiring managers as well as presenting business reviews to senior executives.

Disciplined Execution: Strong organizational and pipeline management skills, with experience using tools like LinkedIn Sales Navigator, Gong, and CRM systems.

The Self-Selection Filter

This role is PERFECT for you if you:

Thrive on ownership: Treat your assigned UK enterprise portfolio as your own business unit within Malt.

Relish outbound engagement: Pick up the phone, initiate cold outreach, open new doors, and turn warm enterprise leads into long-term accounts.

Embody a collaborative "we over me" mindset: Partner closely with Global Account Managers (GAMs) across borders to unlock massive enterprise wins.

Bring positive energy and resilience: Approach complex enterprise roadblocks with genuine enthusiasm and problem-solving grit.

Champion simplicity: Communicate clearly, find the most effective path forward, and execute fast without over-complicating strategy.

This role is NOT for you if you:

Wait for inbound leads: Prefer managing inbound maintenance over proactively prospecting new enterprise hiring managers.

Require a pre-built blueprint: Need step-by-step instructions for every situation rather than building and refining your own path forward.

Avoid outbound friction: Feel hesitant about cold-calling enterprise stakeholders or navigating procurement objections.

Focus solely on solo achievements: Put individual vanity metrics above team collaboration, cross-border strategy, and collective account win-rates.

Why Join Us?

Clear Growth Path: Opportunities for clear career progression, including stepping up into Global Account Management (GAM) roles or expanding ownership across broader international territories and MSA-level strategies.

Impact & Scale: Join our largest growth engine in the UK at a time of rapid expansion, building from established framework contracts with world-renowned enterprise brands.

Skills

Account ManagementB2b SalesCRMEnterprise SalesGongIT RecruitmentLinkedIn Sales NavigatorMEDDICModjoPipeline ManagementProspectingROI-driven PitchingSaaS SalesStakeholder Management