Account Manager - SMB/Mid-Market

The Mission (Situation & Task)

• The Situation: Malt is actively shaping the "New Way of Work" as a Next40 European leader, propelled by 600 employees across the continent, a thriving ecosystem of 1 million freelancers, and an exciting growth phase under a new CRO since early 2026. Within this high-velocity macro environment, our German SMB market represents a massive frontier ready for systematic expansion, requiring a dedicated Account Manager.
• The Task: Act as the strategic architect to deploy, grow, and scale key accounts within the German Mittelstand / Mid-Market segment (400-2,000 white-collar FTEs) while forging profitable, long-term partnerships. You will take full ownership of your territory - applying MEDDIC framework to navigate complex decision structures, negotiate with senior stakeholders, and drive account deployment across the region.

Key Responsibilities (Action & Output)

Pillar 1: Strategic Account Architecture & Penetration

• Action: Execute detailed account plans and perform tactical follow-ups to drive consistent growth. Conduct deep structured prospection within existing accounts to identify and capture new business unit opportunities. Engage key stakeholders-including HR, Procurement, and Hiring Managers-to systematically expand Malt’s presence and drive platform adoption among all potential users.
• Output: Comprehensive account maps and organizational blueprints that convert latent demand into active platform deployments.
• Metrics of Performance: 20+ completed high-value client meetings per month; active platform user growth.

Pillar 2: Deal Navigation & Contract Finalization

• Action: Manage and expand an established portfolio of Mittelstand accounts by generating new demand, driving ongoing engagement, and securing timely contract renewals. Partner continuously with client procurement, legal, and business unit leaders to renew, extend, and expand framework agreements.
• Output: Preferred supplier status across all client business units, capturing 100% of freelance workforce demand through Malt.
• Metrics of Performance: MSA renewal rate, total revenue generated, and year-over-year portfolio growth.

Requirements & The Skills Matrix

Proven Mastery (What you have already built):

• Track Record: Delivered 3-5 years of quantifiable success scaling German Mittelstand / Mid-Market accounts, ideally bringing a background in Professional Services (e.g., freelance staffing, recruitment, or agency consulting).
• Stakeholder Management: Interfaced directly with Procurement, HR, and executive leads to negotiate commercial terms, navigate complex multi-stakeholder structures, and eliminate buying friction.
• Demand Generation: Demonstrated exceptional drive, resilience, and a growth mindset by executing high-intensity account outreach, systematically targeting hiring managers to activate latent demand.
• Language & Mobility: Maintained native-level proficiency in German and strong professional English to operate seamlessly within our integrated European organization.

Skills You Will Deploy & Develop:

• Master MEDDIC execution and objection handling techniques to unlock Mid market procurement structures.
• Deploy deep-level active listening and questioning frameworks to precisely identify client pain points and architect bespoke platform solutions.
• Develop creative, multi-channel account animation strategies to ensure diverse services are consistently offered and accounts remain actively engaged.
• Cultivate cross-functional leadership, establishing strong, trust-based relationships with both internal technical teams and external stakeholders.

The Self-Selection Filter

This role is perfect for you if...

• Thrive in a high-velocity environment where you build the strategic roadmap rather than relying on a predetermined corporate playbook.
• Enjoy "spidering" through complex organizations to uncover hidden revenue opportunities, connect dots across departments, activate new users and generate new demand.

This role is NOT for you if...

• You shy away from maintaining a high level of activity.
• Expect a predictable, fully established 9-to-5 maintenance routine devoid of business development friction or ambitious growth mandates.
• Prefer working in silos over collaborating daily with legal, operations, and marketing teams to solve operational roadblocks in good humor.

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

• Day 30: Complete intensive onboarding, master Malt's marketplace mechanics and specific service value-adds, and finalize the initial pipeline and operational process mapping for your SMB territory in Germany.
• Day 60: Execute your territory strategy by running structured prospection within existing accounts. Own your first independent outputs by delivering localized product demosand initiating active, independent MSA discussions.
• Day 90: Take full ownership of your primary Metrics of Performance, consistently hitting the benchmark of >20 monthly meetingsand tracking decisively toward your quarterly Revenue Signed and MSA renewal goals.

How to join the mission?

• First call with Niko, our Talent Acquisition Lead, to better understand your background, aspirations and answer your questions (45 minutes).
• Interview with, Jean-Charles Shadili (Head of AE SMB DACH) to discuss your experience and the role in more detail (60min).
• Business case with Jihane El Alj (MD SMB), in order to assess your technical sales skills and pitch delivery (60min).
• As he is currently on Paternity Leave, you will speak to your future manager, Pierre Bataille (Head of AM SMB DACH), at the very end of the recruitment process, to better understand our global vision (30-45min).