Account Manager - SMB/Mid-Market

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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 (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 (