---
title: 'Account Executive - SMB/Mid-Market at Malt'
canonical: 'https://feeny.ai/job/account-executive-smb-mid-market-malt-berlin-c2yn5hdqb3eb'
type: 'job'
last_seen: '2026-09-07'
---

# Account Executive - SMB/Mid-Market at Malt

- **Company:** Malt
- **Location:** Berlin, Germany
- **Work type:** hybrid
- **Posted:** 2026-06-18
- **Last confirmed live:** 2026-09-07
- **Apply:** https://jobs.lever.co/malt/e56f4b2e-a05e-4aee-940c-fb602e69921e

## Job 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 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.

How to join the mission? 🚀

- First call with Niko, our Talent Acquisition Lead, to better understand your background, and aspirations and answer your questions (45 minutes)
- Interview with your future manager, [Jean-Charles Shadili](https://www.linkedin.com/in/jeancharlesshadili/), Head of Sales SMB, to discuss your experience and the role in more detail (45-60min)
- Business case in order to assess your technical sales skills and pitch delivery (60min)
- Lastly, you will meet [Jihane](https://www.linkedin.com/in/jihanee/), MD SMB, to better understand our global vision. (30min)

## About Malt

## Company Overview
- **One-liner**: Malt is a European freelance marketplace that connects businesses with vetted freelancers and provides integrated administrative, legal, and payment tools.
- **Entity Type**: Private (scale-up; ~$195.3M total funding across 5 rounds)
- **Headquarters**: Paris, France
- **Founded**: 2013
- **Founders**: Vincent Huguet and Hugo Lassiège

## Core Business
- **Primary industry**: Technology, Information and Internet; freelance/independent talent marketplace
- **Target customers**: B2B — from SMBs to enterprise companies; also serves independent freelancers and consultants
- **Mission**: "Create a world where everyone is free to choose the best people to work with."  
  Malt aims to redefine the world of work by giving people the freedom to choose what work they do and who they do it with.

## Products & Services
- **Malt Marketplace**: The core platform connecting freelancers with companies. It covers a wide range of categories including tech, design, marketing, consulting, and more, with tools for project matching, collaboration, and secure payments.
- **Malt Strategy**: A dedicated category for independent management consultants and interim executives, launched after Malt acquired Comatch in 2022. Clients can access vetted senior expertise.

## Market Standing
- **Valuation/Market Cap**: Not disclosed (private company)
- **Key Metric**: Total funding of **$195.3M** across 5 rounds; reported annual revenue of **$441.5M**; over **1 million freelancers** and **90,000+ clients** per LinkedIn data
- **Notable Investors/Partners**: Specific investor names were not detailed in the provided sources. Notable strategic move: acquisition of **Comatch** in 2022 to enter the management consulting/interim executive category.
- **Growth Signals**:
  - Active in 9 countries/regions: Belgium, France, Germany, the Netherlands, the Nordics, Spain, Switzerland, the UAE, and the UK
  - 100% revenue growth reported for 2021 vs. 2022
  - Workforce of ~1,079 people, up 6.8% YoY
  - Growing freelancer community: from 700,000+ to 1 million+ depending on source timeframe

## Competitive Advantages
- **Strong network effects**: A large and growing two-sided marketplace (freelancers + companies) makes each side more valuable to the other.
- **European scale**: Deep multi-country presence gives Malt a regional advantage over local or fragmented competitors.
- **Integrated admin, legal, and payment processes**: Malt simplifies compliance and payments for freelancers and companies, reducing friction in independent work arrangements.
- **Trust and vetted talent**: Particularly in senior consulting categories through Malt Strategy, supported by the Comatch acquisition.

## Strategic Focus
- Expanding across Europe and the Middle East (UAE presence)
- Growing enterprise and global account business, evidenced by recent hires for Enterprise and Key Account roles
- Investing in AI and automation to improve matching and internal efficiency
- Building a more complete platform for freelancers and companies, including financial, legal, and project management support
- Maintaining a strong, inclusive, and scalable company culture as headcount grows

## Why Work Here
- **Culture & diversity**: Malt emphasizes diversity, equity, and inclusion. Women make up 51.2% of the workforce and 40.9% of leadership; employees represent 31+ nationalities. The company scored 85/100 on France’s 2025 Gender Equality Index.
- **Work model**: Flexible remote/hybrid policy — split time between the office and home. Onboarding in Paris for new hires.
- **Perks**: Competitive benefits include equity for all employees, free books for learning, a one-month fully paid sabbatical every three years, sports sponsorship, and additional vacation days depending on country.
- **Hiring process**: Average process lasts ~28 working days; offers follow within 48 hours. English is required as Malt works mostly in English across Europe.
- **Growth environment**: Hybrid team across six countries to work from, with a rapid scale-up environment focused on autonomy, smart risks, and continuous improvement.

## Sources
1. [careers.malt.com](https://careers.malt.com/)
2. [malt.com](https://www.malt.com/c/about-us)
3. [jobs.lever.co](https://jobs.lever.co/malt)
4. [linkedin.com](https://linkedin.com/company/maltcommunity)
5. [careers.malt.com/how-to-join](https://careers.malt.com/how-to-join)

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