Account Executive - SMB/Mid-Market

LemClosers; Berlin; Hybrid; EUR 70.000 - 110.000; Vollzeit

Zusammenfassung

Malt in Berlin sucht einen Account Executive für SMB/Mid-Market. Sie bauen ein hochqualifiziertes, net-new Pipeline auf und steuern outbound-orientierte Vertriebsaktivitäten, einschließlich Kaltakquise, Networking und strategischer Ansprache von Schlüsselaccounts.

Sie arbeiten autonom in einem hybriden Umfeld, gestalten Outreach-Strategien und präsentieren Business Cases an C-Suite-Entscheidungsträger, während Sie den Forecast und die Pipeline regelmäßig aktualisieren.

Qualifikationen

• Bachelor's degree required.
• Erfahrung in Outbound-Propekting und Cold Outreach.
• Bereitschaft, Territorium von Grund auf aufzubauen.

Aufgaben

• Stakeholder-Meetings 3–5 Mal pro Woche.
• Executive Presentations 2–3 Mal pro Woche.
• Business Cases & RFPs 1–2 Mal pro Woche.
• Forecasting & Pipeline-Reviews 2× pro Woche.

Kenntnisse

Outbound Prospecting

Executive Presentations

Pipeline Management

Territory Planning

Ausbildung

Bachelor's degree

Tools

Outreach

Jobbeschreibung

# Account Executive - SMB/Mid-MarketMalt BerlinSaaSHybridSee your match scorePosted TodayWork TypeOn-siteVerticalSaaSSourcearbeitnowLanguage German## About this role Discover our galaxyJoin 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 differentlyReady to help shape the future of work? Your next chapter starts here! At Malt we believe that Ambition is the Way, so all lists ofmissions andresponsibilities 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.KeyResponsibilities (Action & Output) Pillar 1: Proactive Territory Architecture & HuntingAction: 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### Tools & Tech StackOutreach### Selling MotionSales CycleMid-Market1–6 month cycles, moderate deal complexityProspectingOutbound-HeavySelf-sourced pipeline via cold outreachBuyer PersonaC-SuiteSelling to executive decision-makersTerritoryGreenfieldBuild territory from scratch — net-new logos### Requirements at a GlanceBachelor's Degree·Required### Typical Day — Account ExecutiveStakeholder meetings3–5/weekExecutive presentations2–3/weekBusiness cases & RFPs1–2/weekForecast & pipeline2×/weekChampion coachingDailyEstimates based on role type and selling motion — actual may vary by company.### SaaS — Interview IntelTypical Sales Cycle30–90 days (SMB) · 3–9 months (Mid-Market) · 6–18 months (Enterprise)Common Buyer Objections* \"We're locked into a contract with [competitor]\"* \"We built something in-house already\"* \"We don't have budget until next quarter\"* \"Our team won't adopt another tool\"Key Industry MetricsARR / MRRNet Revenue Retention (NRR)CAC Payback PeriodLogo Churn vs Revenue ChurnACV (Avg Contract Value)Magic NumberHot Topics to Reference* • AI-native product disruption* • PLG vs sales-led motion debate* • Vertical SaaS consolidation* • Usage-based pricing modelsUse these insights to speak the buyer's language in interviews.