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Strategic Account Executive - Enterprise

AmsterdamHybrid

AI Summary

The Strategic Account Executive leads enterprise acquisition cycles, designing account strategies and executing complex deals from first contact to MSA signature, focusing on multi-country partnerships in the Dutch market.

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 Dutch market.

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 Dutch and English is mandatory.
  • Proven track record of closing high-value, multi-stakeholder MSAs.
  • 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. (45 minutes)
  • Interview with your future manager, Luke, to delve into your experience and the specifics of the role. (60 minutes)
  • Business case in order to assess your technical skills in account development and local prospection. (60 minutes)
  • Final interview with our CRO to discuss Malt’s long-term vision and how you fit into our strategic growth. (30 minutes)

    • Skills

    CRMEnterprise SalesMEDDICPilot OrchestrationProcurement NegotiationsRFP/RFIROI NarrativesStrategic Account Mapping

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