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Posted 9 months ago

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Strategic Account Executive - Enterprise

MunichHybridFull-time

AI Summary

The Strategic Account Executive leads enterprise acquisition cycles in the DACH region, designing account strategies, running MEDDIC discovery, orchestrating cross-functional deal teams, and negotiating complex MSAs to secure scalable, multi-country partnerships.

About this role

🪐 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 🔭
The Strategic Account Executive is the elite driver of our complex enterprise acquisition cycles. You will lead high-stakes opportunities from the first contact to the final signature of a Master Service Agreement (MSA). You are responsible for designing account strategies, running advanced discovery using the full MEDDIC framework, shaping ROI narratives, and orchestrating cross-functional "deal teams." Your goal is to secure scalable, multi-country partnerships that cement Malt’s position as a leader in the DACH market and beyond.

Key responsibilities ✨

  • Strategic Account Mapping: Map global enterprise accounts to identify multi-stakeholder entry points across Procurement, HR, and Business Units.
  • Full-Cycle Acquisition: Design and execute prospecting strategies adapted to massive corporate structures and specific enterprise use cases.
  • Expert Qualification: Lead in-depth, multi-stakeholder discovery using the full MEDDIC framework to validate pain, identify the Economic Buyer, and map the decision process.
  • Pilot Orchestration: Define and coordinate pilot phases to prove value, validate process readiness, and build the "appetite" for full-scale deployment.
  • RFP Leadership: Lead RFI/RFP processes end-to-end, partnering with Bid Management and technical experts to deliver winning proposals.
  • Complex Negotiations: Manage heavy-weight MSA negotiations involving Procurement, Legal, and Finance across multiple countries and business units.
  • Scalable Handover: Prepare deployment plans that ensure a successful post-MSA kick-off, transitioning the account smoothly to local Account Management teams.
  • Pipeline Excellence: Maintain a rigorous, advanced forecast with MEDDIC excellence within the CRM.

    • About you 🧑‍🚀

  • Full professional fluency in both German and English is mandatory.
  • Proven track record of closing high-value, multi-stakeholder MSAs within the DACH region.
  • Mastery of the MEDDIC sales methodology, you apply it with rigor and can coach others on its nuances.
  • Strong experience navigating Procurement-heavy environments and managing strategic concessions to close scalable deals.
  • Willingness to travel extensively for client meetings and events; ability to move within the EU every two weeks.
  • Ability to deliver ROI-driven narratives that challenge customer assumptions and meet C-level expectations.

    • 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. (30-45 minutes)
  • Interview with your future manager, Theo, to delve into your experience and the specifics of the role. (45-60 minutes)
  • Business case in order to assess your technical skills in account development and local prospection.
  • Final interview with a C-level executive to discuss Malt’s long-term vision and how you fit into our strategic growth.

    • Skills

    CRMEnterprise SalesMEDDICNegotiationProcurementProspectingROI NarrativesStrategic Sales

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