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Account Executive - SMB/Mid-Market

Malt

📍 Berlin, DE0💼 Other🕐 today
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Role overview

Malt is hiring for the Account Executive - SMB/Mid-Market role in Berlin, DE. It is other, Mid-level level, in the Sales sector. It was posted today.

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Role
Account Executive - SMB/Mid-Market
Company
Malt
Location
Berlin, DE
Work mode
On-site
Employment
Other
Seniority
Mid-level
Sector
Sales
Posted
today

Description

🪐 Discover our galaxy
 
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 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

    • The market for this role in Berlin

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