Key Account Manager

About Malt

Malt is Europe's leading freelance marketplace, connecting over 900,000 freelancers with 90,000 companies. Founded in 2013, we transform how work is done through a tech‑powered, human‑centered platform.

Key Account Manager

We are scaling up fast and recruiting for our top‑performing Sales team to accelerate growth. The Key Account Manager (KAM) drives growth within the Enterprise segment, leading and expanding a portfolio of major accounts and turning Malt into their strategic partner for talent sourcing.

Key Responsibilities

I. Strategic Portfolio Development & Expansion

• Identify & Qualify: Drive the full sales cycle, using the MEDDIC methodology to qualify opportunities, identify pain points, and map decision processes within large accounts.
• Value Selling: Build tailored ROI narratives and advanced proposals that connect Malt’s value to the client’s strategic business challenges.
• Negotiation: Lead complex negotiations with diverse stakeholders (Procurement, HR, Tech, C‑Level) to secure sustainable, ambitious partnerships.

II. Develop the “Malt Reflex” & Trusted Advisor Status

• Stakeholder Management: Act as a consultant for clients, navigating and influencing internal departments to establish Malt as a long‑term solution.
• Business Acumen: Demonstrate a deep understanding of clients’ industry, business models, and core KPIs to provide proactive, expert advice.
• Sales Excellence: Maintain high standards of data hygiene and forecasting to ensure a predictable, healthy pipeline.

Career Development

As a KAM, you will deepen your expertise by orchestrating Malt’s presence within prestigious global accounts, managing multi‑country strategies and high‑level international partnerships. You may pivot toward strategic internal roles in Enablement or Sales Operations, use your field experience to design sales methodologies and tools, or pursue new business acquisition as an Account Executive. A management track allows you to develop leadership and coaching skills to lead a team.

About You

• 3 to 5 years of professional experience managing complex, full‑cycle B2B sales for enterprise accounts.
• Business school degree or equivalent.
• Background in SaaS or consulting/intellectual services.
• Familiarity with MEDDIC or similar value‑based sales frameworks.
• Excellent communication, strong analytical skills, and the ability to challenge client assumptions with conviction.
• Appetite for business development and eagerness to create new opportunities in a partnership‑driven industry.
• Curious and strong analytical skills to understand short, medium, and long‑term client needs.
• Knowledge of the tech ecosystem and professions is a real asset.
• Native‑level French speaker with fully professional English and ready to collaborate internationally.

How to Join The Mission

• First call with Agathe, our Lead TA France, to discuss background.
• First interview with the Hiring Manager to discuss experience and role.
• Business case to prepare and present to a panel of Sales leaders.
• Final interview with Aurélie, VP Sales France, and Frédéric Brousse, Managing Director, to discuss long‑term vision.

Benefits

• Onboarding week focused on culture and products.
• Equity: stock options for all employees.
• Lunch vouchers: €9/day on Swile card.
• Transportation reimbursement: 50% of travel costs.
• Healthcare insurance.
• RTT: 8 to 12 days off per year.
• Sports: Company participation in Gymlib membership.
• Sabbatical: one month fully paid every three years.
• Free books: you can choose topics and we’ll order them.
• Remote work: hybrid policy balancing on‑site and home office.
• Team building events organized every year.

Our Commitment to Diversity

We are committed to fostering an inclusive and diverse workplace. Recruitment is based on skills, experience, and potential, and we prohibit discrimination by age, gender, sexual orientation, ethnicity, religion, or disability. We create a working environment where everyone feels valued, respected and safe to thrive.

Your profile may be subject to background screening. For more information see our candidate privacy policy. We use AI to help manage high volumes of applications, but all final decisions are made by our Talent Acquisition team.