Key Account Manager - Global Accounts DACH

🪐 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 shaping the "New Way of Work" as Europe's leading freelance marketplace, connecting over 1,000,000 top-tier freelancers with more than 100,000 enterprises . In the DACH region, multinational corporations have already established global framework agreements at group headquarters - creating a massive strategic opportunity to bring these global relationships to life across German, Austrian, and Swiss operations.

- The Task: Act as the entrepreneurial leader scaling our Global Accounts practice across the DACH territory . You will take direct ownership of multinational corporate accounts, translating global agreements into local Gross Services Volume (GSV) expansion by unlocking new business units, steering strategic pilots, and navigating complex MSP ecosystems . In doing so, you will master algorithmic marketplace dynamics, orchestrate multi-threaded enterprise stakeholders using MEDDIC, and harness cutting-edge AI sales workflows to establish Malt as an indispensable workforce partner.

Key Responsibilities

Strategic Enterprise Farming & Account Penetration

- Action: Map complex matrix structures across DACH divisions, uncover high-impact project demands within IT, Procurement, and operational business units, and run consultative discovery using the MEDDIC framework .

- Output: Comprehensive account roadmaps, targeted departmental expansion campaigns, and strategic Local Business Reviews (LBRs) delivered to executive-level buyers .

- Metrics: Qualified GSV Pipeline Generated, Net-New Department Penetration Rate, and Executive Stakeholder Meetings Conducted .

Deployment Leadership & Cross-Functional Orchestration

- Action: Lead the local execution of global framework agreements from initial scoping to multi-project rollouts, mobilizing internal specialists across Delivery, Customer Success, Onboarding, and Marketing .

- Output: Standardized pilot-to-production onboarding pathways, bespoke delivery models for hiring managers, and documented regional playbooks .

- Metrics: Pilot-to-Deployment Conversion Rate, Time-to-First-Project, and Active Hiring Manager Count .

MSP Governance & Operational Excellence

- Action: Serve as the strategic operational anchor for local Managed Service Providers (MSPs), Vendor Management Offices (VMOs), and corporate procurement teams to resolve workflow bottlenecks and ensure compliance .

- Output: Transparent statement-of-work (SOW) protocols, automated compliance workflows, and established joint operating cadences .

- Metrics: MSP SLA Compliance Rate, Placement Throughput Velocity, and Regulated GSV Volume .

Cross-Border Synergy & AI-Driven Sales Innovation

- Action: Collaborate continuously with international Global Account Managers (GAMs) at client HQs to coordinate joint expansion strategies, while leveraging internal AI enablement tools to optimize daily research, outreach, and pipeline forecasting .

- Output: Cohesive multinational account strategies, real-time CRM intelligence, and predictive pipeline forecasts .

- Metrics: CRM Forecast Accuracy, Cross-Border Synergistic GSV, and AI Enablement Adoption Rate

Requirements & The Skills Matrix

Proven Mastery (What you have already built)

- Track record of driving sustained growth in Strategic Account Management or Enterprise Sales, navigating multi-layered matrix corporations .

- Demonstrated background transforming top-level framework contracts into active, recurring transaction and service volume across distributed departments .

- Proven capability presenting ROI calculations and strategic workforce insights directly to C-level and senior procurement executives during business reviews .

- Consistent discipline applying structured qualification methodologies (such as MEDDIC) and maintaining reliable forecasting and data hygiene .

- Professional fluency in German and English, combined with the mobility to connect with enterprise clients in person across the DACH territory .

Skills You Will Deploy & Develop

- Complex Enterprise & MSP Navigation: Orchestrating decentralized procurement boards, corporate hiring managers, and third-party MSP programs into an aligned, frictionless purchasing journey .

- Marketplace Platform Mechanics: Harnessing two-sided marketplace dynamics and algorithmic talent matching to rapidly solve critical enterprise capability gaps .

- Next-Gen AI Sales Workflows: Applying generative AI applications to perform predictive organizational mapping, automated stakeholder tracking, and personalized enterprise communication .

- Cross-Border Collaborative Leadership: Uniting international account directors, local delivery squads, and regional support teams without direct authority to win as one team ("It takes a community") .

The Self-Selection Filter

This role is perfect if you...

- Relish the intellectual and commercial challenge of enterprise farming, viewing an existing framework contract not as a finished sale, but as a mandate to explore, connect, and scale .

- Bring infectious optimism, resilience, and curiosity to problem-solving ("Joy is our secret sauce"), lead by uplifting internal and external partners ("It takes a community"), and proactively harness modern AI tooling to discover simpler, more impactful solutions ("Dream big act big" & "Simplicity wins") .

This role is NOT for you, if you...

- You prefer passive account administration, depend on inbound lead generation, or require an exhaustive, step-by-step handbook before taking action .

- Dislike the grit required to navigate procurement guidelines or MSP compliance friction, shy away from building new relationships inside large enterprises, or view structured CRM management and MEDDIC qualification as unnecessary administrative overhead.

30-90-180 Day Impact Plan

- Day 30: Immerse yourself in Malt’s marketplace model, platform capabilities, and cross-functional teams across Delivery, Customer Success, and the international GAM network . Conduct a deep-dive audit of your DACH account portfolio, review active master service agreements, and identify key procurement stakeholders and pilot candidates . Conclude your first month with a mapped 90-day account penetration roadmap for your tier-one enterprise accounts .

- Day 90: Assume full commercial and operational ownership of your accounts, leading regular strategic check-ins and hosting your first round of Local Business Reviews (LBRs) with client leaders . Launch targeted departmental farming motions, shepherd initial pilot engagements to delivery, and integrate seamlessly with local MSP processes . Build a healthy, validated GSV pipeline with predictable CRM hygiene and consistent MEDDIC rigor .

- Day 180: Operate completely autonomously as the regional commercial anchor for your global accounts, generating recurring, multi-departmental GSV expansion . Cement Malt as the strategic external talent partner across DACH business units, share regional best-practice playbooks with your European peers, and drive continuous contract expansion through high-impact executive engagement

How to join the mission?

- First Call (45m): High-level alignment with Niko (Talent Acquisition Lead) to audit your background and entrepreneurial drive.

- Strategic Deep Dive (60m): Interview with your future manager, Heike (https://www.linkedin.com/in/heikeburr/) , to dissect your past enterprise deals and MEDDIC rigor.

- Business Case (60m): A live simulation to assess your technical account development, localized prospecting skills, and C-level narrative delivery.

- Final Vision Call (30m): Interview with our MD Global Accounts to discuss Malt’s long-term scale and how your ambition aligns with our macro-economic growth.

Life on planet Malt is the perfect space to thrive personally and professionally 💫
 
🤝 Onboarding: Before easing into your new role, you’ll spend your first week learning about our culture, products, and services with other onboardees at our office in Paris.
💻 Remote work: Hybrid remote policy - 3 days office / 2 days home-office.
🏖️ Annual leave: 30 days/year.
📆 Sabbatical: 1 month paid sabbatical once you've been with Malt for 3 years.
📈 Stock options: Every Malter is entitled to stock options. 
🍽️ Lunch vouchers: 6,50€ per day / 15 days a month.
🐶 Dog friendly office: In the heart of Munich/Berlin!
❓ Choose your Benefit: Transport reimbursement, Gym membership, Organic Food voucher or Rydes Mobility App.
📚 Free books: If you’re interested in learning more about any topic relevant to Malt’s business, just tell us the books you’d like to read, and we’ll order them for you—without any questions asked or approval processes to follow.
 
Ready? Get your ticket to Malt 🪐 
 
At Malt, we are committed to fostering an inclusive and diverse workplace. We recruit based on skills, experience, and potential, without any form of discrimination related to age, gender, sexual orientation, ethnicity, religion, or disability. Our mission is to create a work environment where everyone feels valued, respected, and safe to thrive.
 
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