🪐 Discover our galaxy

Join the Future of Work ! Malt is Europe's leading freelance marketplace, connecting over 900,000 talented freelancers with 90,000+ 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.

To accompany our high ambition for growth, Malt is looking for a Key Account Manager (KAM) Long Tail. Joining the Enterprise Account Management department , your mission is to prioritize and activate new business within a dedicated portfolio of 30 to 50 enterprise accounts.

You will be the architect of sustainable growth in this specific segment, ensuring that Malt becomes the go-to partner for these accounts while maintaining high operational rigor. You are responsible for securing initial local revenue and identifying high-potential "rising stars" ready for future transition into our strategic account portfolios.

Key responsibilities ✨

• Prioritize and manage a portfolio of 50-80 enterprise accounts , using data-driven discipline to focus on accounts with the highest Ideal Customer Profile (ICP) alignment.
• Execute high-volume, multi-channel prospecting to detect and generate new client opportunities across your assigned accounts.
• Drive the full sales cycle, from conducting effective discovery to identify core business pains to delivering tailored product demos for local use cases.
• Lead negotiations for standard and mid-complexity deals , applying concession rules based on available playbooks to secure profitable growth.
• Maintain CRM excellence by accurately logging all activities and updating MEDDIC fields to ensure high data quality and reliable forecasting.
• Identify growth potential by accurately qualifying accounts that demonstrate the readiness for large-scale enterprise expansion or international development.
• Collaborate cross-functionally with Customer Admin, Legal, and Finance teams to ensure smooth deal preparation and successful project kick-offs.
• Business school degree or equivalent
• First experience in account management or sales , specifically demonstrating the ability to handle high-volume tactical execution.
• Strong command of the MEDDIC methodology and a proven ability to manage a sales pipeline through defined stages.
• Native level in french and full professional english proficiency.
• Proficiency in using CRM tools (Salesforce) to log activities accurately and proficiently.
• First call with Agathe, our Lead TA France, to better understand your background and share more about this opportunity
• First interview with the Hiring Manager to discuss your experience and the role in more detail
• Business case to prepare and present to a panel of Sales leaders to evaluate your sales skills
• Final interview with Aurélie, VP Sales France, and Frédéric Brousse, Managing Director to discuss our long-term vision