Account Executive - SMB/Mid-Market

The Mission (Situation & Task)

• The Situation: Malt is transforming how work gets done as Europe’s leading freelance marketplace. While we have historically excelled at developing deep client relationships, we have identified a strategic, high-priority gap in our Go-To-Market engine: aggressive, net-new client acquisition.
• The Task: We are not hiring you to maintain a warm book of business. We are bringing you on to architect our zero-to-one acquisition strategy targeting the backbone of the German economy: German SMBs and high-growth companies (500 to 2,000 FTEs). You - as a team of 3 - will operate as the autonomous founder of your territory, designing your own outreach methodology and conquering major local players to drive our next phase of hyper-growth.

Key Responsibilities (Action & Output)

Pillar 1: Proactive Territory Architecture & Hunting

• Action: Build and execute an intelligent outbound strategy targeting 15-20 key accounts per quarter, leveraging cold outreach, marketing intelligence, and strategic network mapping (including tracking alumni who used Malt at previous employers).
• Output: A localized, highly qualified pipeline of net-new Mid-Market logos.
• Metrics of Performance: Volume of Key Stakeholder Meetings booked per month, and the strict qualification/disqualification of ~15-20 accounts per quarter.

Pillar 2: Consultative Deal Leadership

• Action: Command the entire sales cycle from initial discovery to final negotiation using rigorous MEDDIC and SPIN frameworks to diagnose complex business challenges.
• Output: Executed Master Service Agreements (MSAs) secured with C-level, Tech, and HR/Procurement stakeholders.
• Metrics of Performance: Deal velocity (maintaining a fast, consistent sales cycle) and accurate, predictable Salesforce forecasting.

Pillar 3: Revenue Activation & Orchestration

• Action: Seamlessly orchestrate the post-signature handover to the Account Management team, ensuring clients are strategically primed and incentivized to deploy freelancers immediately.
• Output: Rapid deployment of freelance talent within newly signed accounts.
• Metrics of Performance: Total Annual Contract Value (ACV) signed and the maximization of actual revenue generated within the first 12 months post-MSA.

Requirements & The Skills Matrix

Proven Mastery:

• 2-3 years of AE and/or SDR experience, demonstrating autonomy and execution capability.
• A documented track record of conquering "Big Local Players" in the German market, rather than coasting on brand recognition from large multinational HQs.
• Demonstrated success selling within the Professional Services or SaaS industries (ideally both).
• Deep, practical fluency in SPIN and MEDDIC methodologies.

Skills You Will Deploy & Develop:

• Mastering complex, multi-stakeholder procurement navigation (aligning HR, Tech, and Sourcing/Buying centers).
• Architecting digital transformation acceleration for traditional high-growth Mittelstand businesses.
• Advanced pipeline integrity and CRM (Salesforce) command, merging execution rigor with strategic business acumen.

The Self-Selection Filter

This role is perfect for you if:

• You possess an entrepreneurial, high-agency mindset and inherently know how to build your own strategy from the ground up.
• You are a pure hunter who thrives on reaching out, sparking interest in cold accounts, and converting them into massive revenue drivers.
• You value deep methodology, structure, and execution rigor over simply being "a good talker".

This role is NOT for you if:

• You expect a fully built, warm book of business handed to you on day one.
• You require intensive, constant coaching to execute basic sales fundamentals (our leadership expects plug-and-play seniority).
• You lack the organizational discipline to independently manage and ruthlessly qualify a targeted list of 50 accounts every quarter.

30-60-90 Day Impact Plan (The "Result")

• Day 30: Complete your onboarding week in our Paris office, deeply understanding our marketplace mechanics and culture. Output: Map your initial 50 target accounts and finalize your customized hunter strategy.
• Day 60: Actively qualify and disqualify target accounts while executing in-depth discovery sessions with key C-Level and HR directors. Output: Establish a predictable, Meddic-qualified pipeline within Salesforce.
• Day 90: Secure initial Master Service Agreements (MSAs) and orchestrate frictionless handovers to the Account Management team. Metric of Performance: Take full ownership of maximizing actual revenue realization within your first major signed accounts.

How to join the mission?

• First call with Niko, our Talent Acquisition Lead, to better understand your background, and aspirations and answer your questions (45 minutes)
• Interview with your future manager, Jean-Charles Shadili, Head of Sales SMB, to discuss your experience and the role in more detail (45-60min)
• Business case in order to assess your technical sales skills and pitch delivery (60min)
• Lastly, you will meet Jihane, MD SMB, to better understand our global vision. (30min)