Strategic Account Executive Enterprise - DACH

🪐 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 🪐 • The Situation: Malt is cementing its position as the undeniable leader in the European freelance economy. While our tech-powered platform connects over 1,000,000 top-tier freelancers with 100,000+ companies, the DACH Enterprise sector presents a massive, untapped frontier. This market is dominated by complex, multinational corporate structures with deeply entrenched procurement protocols that are ripe for disruption. • The Task: We are not hiring you to manage an existing portfolio or farm warm leads. You are being brought in to architect and own the zero-to-one enterprise acquisition strategy for the DACH region. Operating as the "founder" of your territory, your mandate is to systematically penetrate massive global accounts, navigate labyrinthine procurement structures, and secure highly scalable, multi-country Master Service Agreements (MSAs) that will cement Malt's dominance in the German-speaking market and beyond. Key Responsibilities ✨ Pillar 1: Strategic Territory Architecture & Hunting • Action: Map out complex, global enterprise accounts within the DACH region, aggressively designing and executing surgical prospecting strategies to breach heavily fortified multi-stakeholder environments (Procurement, HR, and independent Business Units). • Output: A localized, highly qualified pipeline of net-new DACH Enterprise logos and concrete, multi-threaded stakeholder maps. • Metrics of Performance: Enterprise GSV Pipeline Generated and CRM forecast integrity. Pillar 2: Deal Orchestration & RFP Command • Action: Run rigorous, in-depth discovery utilizing the full MEDDIC framework to validate severe business pain, identify the true Economic Buyer, and aggressively lead end-to-end RFI/RFP processes alongside our Bid Management and technical teams. • Output: Compelling, ROI-driven business proposals and precisely engineered enterprise pilot programs designed to prove undeniable platform value. • Metrics of Performance: RFI/RFP Win Rate and Pilot-to-MSA Conversion Rate. Pillar 3: Heavy-Weight Negotiation & Scalable Revenue Activation • Action: Command ruthless, complex negotiations for global Master Service Agreements involving tight friction with Legal, Finance, and Procurement across multiple countries. Upon signature, engineer the scalable handover strategy to the local Account Management teams. • Output: Executed, multi-country MSAs and comprehensive post-signature deployment kickoff plans. • Metrics of Performance: Total Contract Value (TCV) Signed and Deal Velocity (managing complex cycles efficiently without losing momentum). Requirements & The Skills Matrix 🔍 Proven Mastery (What you have already built): • A minimum of 8 years of quantifiable, proven track record hunting and closing complex, 7-figure B2B sales cycles within a SaaS/Tech environment. • Deep familiarity with the staffing, "future of work" industry, MSPs, or Tier 1 recruitment groups. • Demonstrated success navigating extremely long sales cycles and