Account Executive - SMB/Mid-Market

• 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.

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.

• 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.

Proven Mastery:

• 4-5 years of hardcore Account Executive experience, demonstrating senior-level 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.

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.

• 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.