Head of Account Management

<div><strong style="font-size: 18px;">🪐&nbsp;Discover our galaxy</strong></div> <div>&nbsp;</div> <div><span style="font-size: 12pt;">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:</span></div> <div>&nbsp;</div> <div><span style="font-size: 12pt;">- A diverse team of 600 Malters across 6 European countries</span></div> <div><span style="font-size: 12pt;">- A culture that champions equality (50% of our Comex are women) and inclusive growth</span></div> <div><span style="font-size: 12pt;">- Backed by top investors including ISAI, Serena Capital, </span><span style="font-size: 16px;">Eurazeo Growth, </span><span style="font-size: 12pt;">Goldman Sachs, and BPI</span></div> <div><span style="font-size: 12pt;">- A mission to give everyone the freedom to work differently</span></div> <div>&nbsp;</div> <div><span style="font-size: 12pt;">Ready to help shape the future of work? Your next chapter starts here! 🪐</span></div> <div>&nbsp;</div> <div><em>At Malt we believe that Ambition is the Way, so all lists of missions and responsibilities are non-exhaustive.</em></div><div><br></div><div> <h2 data-path-to-node="6"><strong data-path-to-node="6" data-index-in-node="0">Explore your future career 🔭</strong></h2> <p data-path-to-node="7" id="p-rc_7ae33bc47b05aacf-53"><span data-path-to-node="7,1">As our new <strong data-path-to-node="7,1" data-index-in-node="11">Head of Enterprise Account Management</strong>, you will lead the Enterprise organization for a specific team in the French market, owning the long-term strategy, structure, and performance for our KAM and AM teams</span><span data-path-to-node="7,3">.&nbsp;</span></p> <p data-path-to-node="7"><span data-path-to-node="7,5">You will be responsible for scaling the Enterprise business while ensuring total alignment with our global commercial strategy</span><span data-path-to-node="7,7">. <br></span><span data-path-to-node="7,9">Your role is pivotal in driving sustainable growth and operational excellence across our most strategic accounts</span><span data-path-to-node="7,11">.</span></p> </div><br><strong>Key responsibilities ✨</strong><br><div> <li style="list-style-type: revert;"><span data-path-to-node="9,0,1,0"><strong data-path-to-node="9,0,1,0" data-index-in-node="0">Manage</strong>, coach, and grow the KAM and AM Enterprise team to elevate strategic selling and execution excellence</span><span data-path-to-node="9,0,1,2">.</span></li> <li style="list-style-type: revert;"><span data-path-to-node="9,0,1,2"><span data-path-to-node="9,1,1,0"><strong data-path-to-node="9,1,1,0" data-index-in-node="0">Define</strong>&nbsp;the team structure, portfolio allocation, and hiring roadmap based on account potential and team capacity</span><span data-path-to-node="9,1,1,2">.</span></span></li> <li style="list-style-type: revert;"><span data-path-to-node="9,1,1,2"><span data-path-to-node="9,2,1,0"><strong data-path-to-node="9,2,1,0" data-index-in-node="0">Build</strong>&nbsp;and execute the Enterprise GTM strategy, including segmentation, target accounts, and clear priorities</span><span data-path-to-node="9,2,1,2">.</span></span></li> <li style="list-style-type: revert;"><span data-path-to-node="9,2,1,2"><span data-path-to-node="9,3,1,0"><strong data-path-to-node="9,3,1,0" data-index-in-node="0">Own</strong>&nbsp;Enterprise KPIs, specifically focusing on revenue, margin, renewals, and expansions</span><span data-path-to-node="9,3,1,2">.</span></span></li> <li style="list-style-type: revert;"><span data-path-to-node="9,3,1,2"><span data-path-to-node="9,4,1,0"><strong data-path-to-node="9,4,1,0" data-index-in-node="0">Consolidate</strong>&nbsp;forecasts and run performance routines to ensure reliable accuracy at the team and market level</span><span data-path-to-node="9,4,1,2">.</span></span></li> <li style="list-style-type: revert;"><span data-path-to-node="9,4,1,2"><span data-path-to-node="9,5,1,0"><strong data-path-to-node="9,5,1,0" data-index-in-node="0">Support</strong>&nbsp;KAMs on strategic deals and high-stakes renewals, stepping in as a senior executive contact when necessary</span><span data-path-to-node="9,5,1,2">.</span></span></li> <li style="list-style-type: revert;"><span data-path-to-node="9,5,1,2"><span data-path-to-node="9,6,1,0"><strong data-path-to-node="9,6,1,0" data-index-in-node="0">Standardize</strong>&nbsp;processes for account planning and contract deployment to ensure consistency across countries and segments</span><span data-path-to-node="9,6,1,2">.</span></span></li> </div><br><strong>About you 🧑‍🚀</strong><br><div> <li style="list-style-type: revert;"><strong data-path-to-node="11,0,0" data-index-in-node="0">High-level education</strong>, ideally in Business, Management, or a related commercial field.</li> <li style="list-style-type: revert;"><span data-path-to-node="11,1,1,0"><strong data-path-to-node="11,1,1,0" data-index-in-node="0">Relevant experience</strong>&nbsp;(minimum 8+ years) in enterprise sales leadership, with a proven track record of managing high-performing account management teams</span><span data-path-to-node="11,1,1,2">.</span></li> <li style="list-style-type: revert;"><span data-path-to-node="11,2,1,0"><strong data-path-to-node="11,2,1,0" data-index-in-node="0">Native level&nbsp;</strong>in<strong data-path-to-node="11,2,1,0" data-index-in-node="0">&nbsp;French&nbsp;</strong>to effectively lead teams and engage with C-level stakeholders,<strong>&nbsp;</strong>and<strong data-path-to-node="11,2,1,0" data-index-in-node="0">&nbsp;professional level</strong>&nbsp;in&nbsp;<strong data-path-to-node="11,2,1,0" data-index-in-node="22">English&nbsp;</strong>as we evolve in an international environment.</span></li> <li style="list-style-type: revert;"><span data-path-to-node="11,2,1,0"><span data-path-to-node="11,3,1,0"><strong data-path-to-node="11,3,1,0" data-index-in-node="0">Strong command</strong>&nbsp;</span><span data-path-to-node="11,3,1,0">of CRM tools and sales methodologies like MEDDIC to diagnose deal weaknesses and improve processes</span><span data-path-to-node="11,3,1,2">.</span></span></li> <li style="list-style-type: revert;"><span data-path-to-node="11,3,1,2"><span data-path-to-node="11,4,1,0"><strong data-path-to-node="11,4,1,0" data-index-in-node="0">Expertise</strong>&nbsp;in sales forecasting and P&amp;L management to provide data-driven reports to regional leadership</span><span data-path-to-node="11,4,1,2">.</span></span></li> </div><br><strong>How to join the mission? 🚀</strong><br><div> <li style="list-style-type: revert;"><strong data-path-to-node="13,0,0" data-index-in-node="0">First call with Agathe</strong>, our Talent Acquisition Lead, to better understand your background, aspirations and answer any questions you may have. (30-45 minutes)</li> <li style="list-style-type: revert;"><strong data-path-to-node="13,1,0" data-index-in-node="0">Interview with your future manager</strong>, Frédéric, to delve into your experience and the specifics of the role. (45-60 minutes)</li> <li style="list-style-type: revert;"><strong data-path-to-node="13,2,0" data-index-in-node="0">Business case</strong> for you to complete, which will be evaluated by two sales leaders in order to assess your technical skills in portfolio strategy and team leadership.</li> <li style="list-style-type: revert;"><strong>Final interview</strong>&nbsp;with Hélène, HR Director and Manuel, CRO.</li> </div><div><strong style="font-size: 18px;">Malt is the perfect space to thrive personally and professionally 💫</strong></div> <div>&nbsp;</div> <div><strong>- Onboarding: </strong>Before easing into your new role, you’ll spend your first week learning about our culture, products, and services with other new joiners at our office in Paris</div> <div><strong>- Equity: </strong>Every Malter is entitled to stock options&nbsp;</div> <div><strong>- Lunch vouchers (legal benefit)</strong>: €9/day on your Swile card</div> <div><strong>- Transportation (legal benefit):</strong> 50% reimbursement (any type of transport)</div> <div><strong>- Healthcare insurance (legal benefit)</strong>&nbsp;</div> <div><strong>- RTT: </strong>From 8 to 12 days off per year</div> <div><strong>- Sports:</strong> Company participation to a Gymlib (Wellpass) membership</div> <div><strong>- Malt sabbatical: </strong>Every three years, all Malters are entitled to a one month fully paid sabbatical leave</div> <div><strong>- Free books:</strong> If you’re interested in learning more about any topic relevant to Malt’s business, just tell us the books you’d like to read, and we’ll order them for you—without any questions asked or approval processes to follow</div> <div><strong>- Remote work: </strong>Hybrid policy balancing on-site and home office</div> <div><strong>- Team building</strong> events organized every year</div> <div>&nbsp;</div> <div><strong style="font-size: 18px;">Ready? Get your ticket to Malt 🪐&nbsp;</strong></div> <div>&nbsp;</div> <div><span style="font-size: 15px;"><em>At Malt, we are committed to fostering an inclusive and diverse workplace. We recruit based on skills, experience, and potential, without any form of discrimination related to age, gender, sexual orientation, ethnicity, religion, or disability. Our mission is to create a work environment where everyone feels valued, respected, and safe to thrive.</em></span></div> <div>&nbsp;</div> <div><span style="font-size: 11pt;"><em>Your profile may be subject to background screening. For more information see our candidate privacy policy.</em></span></div><p>Find more <a href="https://www.arbeitnow.fr/english-speaking-jobs">English Speaking Jobs in France</a> on Arbeitnow</a>