Enterprise SDR

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 - **The Situation:** Malt is cementing its position as the undeniable leader in the European freelance economy. To accelerate our next phase of growth, we fundamentally restructured our Go-To-Market organization from a country-based model to a highly targeted, segment-based attack. The Enterprise DACH segment is our most critical frontier. We cannot rely on inbound marketing or event leads to conquer this space; we need raw, sophisticated outbound muscle. - **The Task:** You are the tip of the spear for our global Enterprise acquisition strategy in a European-wide distributed team of 8 colleagues. You are not being hired to wait for the phone to ring. You are being hired to partner directly with an elite squad of Enterprise Account Executives, architecting and executing surgical outbound campaigns to crack massive "New Logo" accounts. Your mandate is to drive zero-to-one top-of-funnel growth, laying the foundation for our entire DACH Enterprise revenue engine. - **The Progression:** This role is explicitly engineered as a high-velocity springboard for your SaaS sales career. Working shoulder-to-shoulder with senior Enterprise AEs, you will absorb enterprise deal mechanics, sharpen your outbound hunting muscle, and build high-level industry expertise. Based on your performance and impact, this position offers a clear trajectory to transition into a Full-Cycle Account Executive role (SMB, Mid-Market, or Enterprise) within 12 to 24 months. ### Key Responsibilities **Pillar 1: Surgical Outbound Architecture & Hunting** - **Action:** Design and execute high-volume, multi-channel outbound sequences (cold calls, hyper-personalized emails, LinkedIn) specifically targeting 10-15 massive Focus Accounts per quarter. - **Output:** A localized, highly targeted outbound machine that consistently generates engagement from key enterprise stakeholders. - **Metrics of Performance:** Volume of pure Outbound activities and successfully booked meetings. **Pillar 2: Ruthless Qualification & ROI Pitching** - **Action:** Run rigorous initial discovery using the Pain, Urgency, and Fit (PUF) framework. Deliver disruptive, concise value pitches that articulate Malt’s unique ROI, navigating and dismantling top-of-funnel objections. - **Output:** Highly qualified prospects primed for deep discovery. - **Metrics of Performance:** **The AE Meeting Score.** *(Every meeting you book is mathematically scored by your AE: 0 = Unqualified, 1 = Potential, 2 = Strong Potential. Your North Star KPI is hitting XY points every quarter).* **Pillar 3: Squad Orchestration & Pipeline Integrity** - **Action:** Collaborate intimately with your dedicated AEs. Facilitate seamless handovers with comprehensive documentation and maintain impeccable Salesforce hygiene to ensure zero lead leakage. - **Output:** A watertight, fully transparent enterprise pipeline. - **Metrics of Performance:** CRM accuracy and Lead-to-Opportunity conversion rates. ### Requirements & The Skills Matrix **Proven Mastery:** - **Mandatory:** At least 1 full year of high-activity, outbound-heavy experience in SaaS/Tech Sales. - Demonstrated resilience and the ability to articulate complex value propositions in a fast-paced environment. - Native-level fluency in German and highly proficient English. **Skills You Will Deploy & Develop:** - **Enterprise Account Mapping:** You will master the art of penetrating massive, multi-layered corporate org charts. - **Data-Driven Outbound Sequencing:** Learning to utilize advanced multi-channel outreach platforms and CRM (Salesforce) architecture to automate and scale your attack. - **Career Scaling:** Benefit from dedicated mentorship by Senior Enterprise AEs and a clear 12–24 month roadmap to transition into a Full-Cycle Account Executive role. ### The Self-Selection Filter **This role is perfect for you if:** - You possess a relentless hunter mentality and actually *enjoy* the friction and challenge of cold calling and outbound prospecting. - You operate with extreme agency. You treat your quarterly Focus Accounts like your own personal franchise and do what it takes to crack them. - You are deeply motivated by clear, mathematical KPIs (the XY-point quarterly AE score) and want a definitive roadmap to becoming an Enterprise Closer. - Drive your own career progression and want to use this position as a strategic launchpad into a Full-Cycle AE role. **This role is NOT for you if:** - You expect a steady stream of warm inbound marketing leads to hit your quota. - You suffer from call reluctance or get easily demoralized by top-of-funnel rejection. - You prefer a relaxed, administrative 9-to-5 over the high-intensity, high-reward environment of tech scale-up sales. ### 30-60-90 Day Impact Plan - **Day 30:** Submerge into marketplace mechanics and the PUF framework. *Output:* Align with your AEs, map your first Focus Accounts, and launch your initial outbound sequences. - **Day 60:** Full execution of multi-channel strategies. *Output:* Actively handling objections, qualifying leads, and seamlessly handing over your first batch of AE-scored meetings. - **Day 90:** Take complete ownership of your pipeline generation. *Metric of Performance:* Hit your target velocity, proving your readiness to scale within the organization. ### How to join the mission? - **First Call (45m):** High-level alignment with Niko (Talent Acquisition Lead) to audit your background, hustle, and tech sales foundation. - **Strategic Deep Dive (45-60m):** Interview with your future manager, Céline (Director SDR Global), to dissect your outbound methodologies and resilience. - **Home Assignment:** A practical simulation evaluated by Céline and an Account Executive to rigorously assess your technical prospecting and pitch skills. - **Final Vision Call:** Interview with a Director / C-Level in our Commercial organization to discuss Malt’s macro-growth and your long-term pathway to becoming an AE.