Account Manager - SMB/Mid-Market

Malt; Berlin; Vor Ort; EUR 90.000 - 130.000; Vollzeit

Benefits dieser Stelle

Hybrid work policy

30 days annual leave

Sabbatical after 3 years

Stock options

Lunch vouchers

Dog-friendly office

Choose your Benefit

New books on request

Zusammenfassung

Malt is expanding in the German SMB market and seeks a strategic Account Manager to own the Mittelstand portfolio. You will deploy MEDDIC, negotiate with senior stakeholders, and drive deployment across the region, building long-term partnerships and ensuring platform adoption among HR, Procurement and Hiring Managers.

Hybrid work in Berlin/Germany with a fast-paced environment, 30 days of annual leave, stock options, and a focus on growth, high activity, and measurable performance as part of a

Qualifikationen

• 3–5 years of quantifiable success scaling German Mittelstand / Mid-Market accounts.
• Experience negotiating with Procurement, HR, and executive leads.
• Proven ability to generate demand and activate latent opportunities.

Aufgaben

• Execute detailed account plans and drive growth within German Mittelstand.
• Lead multi-stakeholder negotiations and secure renewals.
• Collaborate with legal, procurement and marketing to expand framework agreements.

Kenntnisse

Account Management

MEDDIC

Stakeholder Management

Demand Generation

German Language

English Proficiency

Jobbeschreibung

The Mission (Situation & Task)

• The Situation: Malt is actively shaping the “New Way of Work” as a Next40 European leader, propelled by 600 employees across the continent, a thriving ecosystem of 1 million freelancers, and an exciting growth phase under a new CRO since early 2026. Within this high-velocity macro environment, our German SMB market represents a massive frontier ready for systematic expansion, requiring a dedicated Account Manager.
• The Task: Act as the strategic architect to deploy, grow, and scale key accounts within the German Mittelstand / Mid-Market segment (400–2,000 white-collar FTEs) while forging profitable, long-term partnerships. You will take full ownership of your territory - applying MEDDIC framework to navigate complex decision structures, negotiate with senior stakeholders, and drive account deployment across the region.

Key Responsibilities (Action & Output)

Pillar 1: Strategic Account Architecture & Penetration

• Action: Execute detailed account plans and perform tactical follow-ups to drive consistent growth. Conduct deep structured prospection within existing accounts to identify and capture new business unit opportunities. Engage key stakeholders—including HR, Procurement, and Hiring Managers—to systematically expand Malt’s presence and drive platform adoption among all potential users.
• Output: Comprehensive account maps and organizational blueprints that convert latent demand into active platform deployments.
• Metrics of Performance: 20+ completed high-value client meetings per month; active platform user growth.

Pillar 2: Deal Navigation & Contract Finalization

• Action: Manage and expand an established portfolio of Mittelstand accounts by generating new demand, driving ongoing engagement, and securing timely contract renewals. Partner continuously with client procurement, legal, and business unit leaders to renew, extend, and expand framework agreements.
• Output: Preferred supplier status across all client business units, capturing 100% of freelance workforce demand through Malt.
• Metrics of Performance: MSA renewal rate, total revenue generated, and year-over-year portfolio growth.

Requirements & The Skills Matrix

Proven Mastery (What you have already built):

• Track Record: Delivered 3–5 years of quantifiable success scaling German Mittelstand / Mid-Market accounts, ideally bringing a background in Professional Services (e.g., freelance staffing, recruitment, or agency consulting).
• Stakeholder Management: Interfaced directly with Procurement, HR, and executive leads to negotiate commercial terms, navigate complex multi-stakeholder structures, and eliminate buying friction.
• Demand Generation: Demonstrated exceptional drive, resilience, and a growth mindset by executing high-intensity account outreach, systematically targeting hiring managers to activate latent demand.
• Language & Mobility: Maintained native-level proficiency in German and strong professional English to operate seamlessly within our integrated European organization.

Skills You Will Deploy & Develop:

• Master MEDDIC execution and objection handling techniques to unlock Mid market procurement structures.
• Deploy deep-level active listening and questioning frameworks to precisely identify client pain points and architect bespoke platform solutions.
• Develop creative, multi-channel account animation strategies to ensure diverse services are consistently offered and accounts remain actively engaged.
• Cultivate cross-functional leadership, establishing strong, trust-based relationships with both internal technical teams and external stakeholders.

The Self-Selection Filter

This role is perfect for you if...

• Thrive in a high-velocity environment where you build the strategic roadmap rather than relying on a predetermined corporate playbook.
• Enjoy "spidering" through complex organizations to uncover hidden revenue opportunities, connect dots across departments, activate new users and generate new demand.

This role is NOT for you if...

• You shy away from maintaining a high level of activity.
• Expect a predictable, fully established 9-to-5 maintenance routine devoid of business development friction or ambitious growth mandates.
• Prefer working in silos over collaborating daily with legal, operations, and marketing teams to solve operational roadblocks in good humor.

30-60-90 Day Impact Plan (The "Result")

• Day 30: Complete intensive onboarding, master Malt's marketplace mechanics and specific service value-adds, and finalize the initial pipeline and operational process mapping for your SMB territory in Germany.
• Day 60: Execute your territory strategy by running structured prospection within existing accounts. Own your first independent outputs by delivering localized product demos and initiating active, independent MSA discussions.
• Day 90: Take full ownership of your primary Metrics of Performance, consistently hitting the benchmark of >20 monthly meetings and tracking decisively toward your quarterly Revenue Signed and MSA renewal goals.

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

• Remote work: Hybrid remote policy - 3 days office / 2 days home-office.
• Annual leave: 30 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.
• Lunch vouchers:6,50€ per day / 15 days a month.
• Dog friendly office: In the heart of Munich/Berlin!
• Choose your Benefit: Transport reimbursement, Gym membership, Organic Food voucher or Rydes Mobility App.
• 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 we’ll order them for you—without any questions asked or approval processes to follow.

Ready? Get your ticket to Malt

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.

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