Strategic Account Executive - Enterprise

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What makes Malt different

• A diverse team of 600 Malters across 6 European countries
• 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 Strategic Account Executive - Enterprise is responsible for leading complex enterprise opportunities from first contact to the final signature of a Master Service Agreement (MSA). You will design account strategies, run advanced discovery using the full MEDDIC framework, shape ROI narratives, and orchestrate cross-functional deal teams. The goal is to secure scalable, multi-country partnerships that strengthen Malt’s position in the Dutch market.

Key responsibilities ✨

• Strategic Account Mapping: Map global enterprise accounts to identify multi-stakeholder entry points across Procurement, HR, and Business Units.
• Expert Qualification: Lead in-depth, multi-stakeholder discovery using the full MEDDIC framework to validate pain, identify the Economic Buyer, and map the decision process.
• Pilot Orchestration: Define and coordinate pilot phases to prove value, validate process readiness, and build the appetite for full-scale deployment.
• RFP Leadership: Lead RFI/RFP processes end-to-end, partnering with Bid Management and technical experts to deliver winning proposals.
• Complex Negotiations: Manage heavy-weight MSA negotiations involving Procurement, Legal, and Finance across multiple countries and business units.
• Scalable Handover: Prepare deployment plans that ensure a successful post-MSA kick-off, transitioning the account smoothly to local Account Management teams.
• Pipeline Excellence: Maintain a rigorous, advanced forecast with MEDDIC excellence within the CRM.

About you 🧑‍🚀

• Full professional fluency in both Dutch and English is mandatory.
• Proven track record of closing high-value, multi-stakeholder MSAs.
• Mastery of the MEDDIC sales methodology; you apply it with rigor and can coach others on its nuances.
• Strong experience navigating Procurement-heavy environments and managing strategic concessions to close scalable deals.
• Willingness to travel extensively for client meetings and events; ability to move within the EU every two weeks.
• Ability to deliver ROI-driven narratives that challenge customer assumptions and meet C-level expectations.

Life on planet Malt is the perfect space to thrive personally and professionally 💫

• 🤝 Onboarding: Before easing into your new role, you’ll spend your first week learning about the culture, products, and services with other onboardees at the office in Paris.
• 💻 Remote work: Hybrid remote policy - 3 days office / 2 days home-office.
• 🏖️ Annual leave: 25 days/year.
• 📆 Sabbatical: 1 month paid sabbatical once you've been with Malt for 3 years.
• 📈 Stock options: Every Malter is entitled to stock options.
• 🚲 Transportation: 0,23 €/km traveled to the office (for 214 working days/year).
• 🧓🏻 Pension plan: Malt contributes up to 5% to your pension.
• 📚 Free books: 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 they’ll be ordered for you without any questions asked or approval processes to follow.

Please note: This position requires the candidate to have the legal right to work in the Netherlands. Sponsorship is not currently offered by Malt.