Account Executive - SMB/Mid-Market

Job description

**🪐 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 Mission (Situation & Task) 🪐 - **The Situation:** Malt is transforming how work gets done as Europe’s leading freelance marketplace. While we have historically excelled at developing deep client relationships, we have identified a strategic, high-priority gap in our Go-To-Market engine: aggressive, net-new client acquisition. - **The Task:** We are not hiring you to maintain a warm book of business. We are bringing you on to architect our zero-to-one acquisition strategy targeting the backbone of the German economy: German SMBs and high-growth companies (500 to 2,000 FTEs). You - as a team of 3 - will operate as the autonomous founder of your territory, designing your own outreach methodology and conquering major local players to drive our next phase of hyper-growth. ### Key Responsibilities (Action & Output) ✨ **Pillar 1: Proactive Territory Architecture & Hunting** - **Action:** Build and execute an intelligent outbound strategy targeting 15-20 key accounts per quarter, leveraging cold outreach, marketing intelligence, and strategic network mapping (including tracking alumni who used Malt at previous employers). - **Output:** A localized, highly qualified pipeline of net-new Mid-Market logos. - **Metrics of Performance:** Volume of Key Stakeholder Meetings booked per month, and the strict qualification/disqualification of ~15-20 accounts per quarter. **Pillar 2: Consultative Deal Leadership** - **Action:** Command the entire sales cycle from initial discovery to final negotiation using rigorous MEDDIC and SPIN frameworks to diagnose complex business challenges. - **Output:** Executed Master Service Agreements (MSAs) secured with C-level, Tech, and HR/Procurement stakeholders. - **Metrics of Performance:** Deal velocity (maintaining a fast, consistent sales cycle) and accurate, predictable Salesforce forecasting. **Pillar 3: Revenue Activation & Orchestration** - **Action:** Seamlessly orchestrate the post-signature handover to the Account Management team, ensuring clients are strategically primed and incentivized to deploy freelancers immediately. - **Output:** Rapid deployment of freelance talent within newly signed accounts. - **Metrics of Performance:** Total Annual Contract Value (ACV) signed and the maximization of actual revenue generated within the first 12 months post-MSA. ### Requirements & The Skills Matrix 🔍 **Proven Mastery:** - 2-3 years of AE and/or SDR experience, demonstrating autonomy and execution capability. - A documented track record of conquering "Big Local Players" in the German market, rather than coasting on brand recognition from large multinational HQs. - Demonstrated success selling within the Professional Services or SaaS industries (ideally both). - Deep, practical fluency in SPIN and MEDDIC methodologies. **Skills You Will Deploy & Develop:** - Mastering complex, multi-stakeholder procurement navigation (aligning HR, Tech, and Sourcing/Buying centers). - Architecting digital transformation acceleration for traditional high-growth Mittelstand businesses. - Advanced pipeline integrity and CRM (Salesforce) command, merging execution rigor with strategic business acumen. ### The Self-Selection Filter ❓ **This role is perfect for you if:** - You possess an entrepreneurial, high-agency mindset and inherently know how to build your own strategy from the ground up. - You are a pure hunter who thrives on reaching out, sparking interest in cold accounts, and converting them into massive revenue drivers. - You value deep methodology, structure, and execution rigor over simply being "a good talker". **This role is NOT for you if:** - You expect a fully built, warm book of business handed to you on day one. - You require intensive, constant coaching to execute basic sales fundamentals (our leadership expects plug-and-play seniority). - You lack the organizational discipline to independently manage and ruthlessly qualify a targeted list of 50 accounts every quarter. ### 30-60-90 Day Impact Plan (The "Result") 🏁 - **Day 30:** Complete your onboarding week in our Paris office, deeply understanding our marketplace mechanics and culture. *Output:* Map your initial 50 target accounts and finalize your customized hunter strategy. - **Day 60:** Actively qualify and disqualify target accounts while executing in-depth discovery sessions with key C-Level and HR directors. *Output:* Establish a predictable, Meddic-qualified pipeline within Salesforce. - **Day 90:** Secure initial Master Service Agreements (MSAs) and orchestrate frictionless handovers to the Account Management team. *Metric of Performance:* Take full ownership of maximizing actual revenue realization within your first major signed accounts. ### How to join the mission? 🚀 - **First call with Niko**, our Talent Acquisition Lead, to better understand your background, and aspirations and answer your questions (45 minutes) - **Interview with your future manager**, [**Jean-Charles Shadili**](https://www.linkedin.com/in/jeancharlesshadili/), Head of Sales SMB, to discuss your experience and the role in more detail (45-60min) - **Business case** in order to assess your technical sales skills and pitch delivery (60min) - Lastly, you will meet [**Jihane**](https://www.linkedin.com/in/jihanee/), **MD SMB**, to better understand our global vision. (30min)