Hybrid Key Account Manager – Enterprise

at Malt

• Job title: Key Account Manager – Enterprise
• Job type: Full Time
• Experience level: Mid level, Senior
• Salary: Not specified
• Degree requirement: No Education Requirement
• Location requirements: Hybrid, Berlin, Germany

About the role

• Key Account Manager focused on managing decentralized Enterprise accounts for Malt, Europe's leading freelance marketplace. Leading contract negotiations and expanding partnerships with multidepartmental collaboration.

Responsibilities

• Own the national contract and lead all MSA renewal processes to secure long-term stability.
• Map complex organizational structures, activate new Business Units (BUs), and influence stakeholders to open new lines of business.
• Run structured internal prospection to identify and activate new teams, departments, and geographies within your assigned accounts.
• Prepare and lead high-impact Quarterly Business Reviews (QBRs) and maintain relationships with Economic Buyers and C-level stakeholders.
• Drive both "Expansion" (new geographies/departments) and "Extension" (growing scope within active teams) to maximize revenue.
• Maintain a high-quality pipeline and forecast accuracy using MEDDIC discipline and impeccable CRM hygiene.
• Act as the internal conductor, aligning AMs, ClientOps, Product, and Customer Admin to remove blockers and accelerate account development.
• Provide critical field insights for RFPs, case studies, and strategic preparation to the Head of Enterprise.

Requirements

• Proven track record in Strategic Account Management or Enterprise Sales, specifically managing decentralized portfolios of 2–10 major accounts.
• Ability to transform a framework agreement into a detailed, long-term strategic plan aligned with client business objectives.
• Deep understanding of contract profitability and the ability to articulate ROI and value delivered at every stage.
• A proactive mindset for "farming" within accounts, you enjoy hunting for new opportunities within an existing client base.
• Exceptional skills in delivering strategic, ROI-focused presentations to C-level executives.
• Strong discipline in MEDDIC fundamentals and data-driven CRM management.
• Ability to structure deployments into clear projects with precise milestones and deadlines.
• Full professional proficiency in English.
• Willingness to travel regularly within your home country (at least once a month if not co-located with your clients).

Benefits

• 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