Strategic Account Executive Enterprise - DACH

Malt; Berlin; On-site; EUR 70,000 - 90,000; Full time

Benefits offered by this job

Hybrid remote policy: 3 days in office, 2 days home-office

30 days annual leave

One-month paid sabbatical after three years

Entitlement to stock options

Lunch vouchers: €6.50 per day, 15 days a month

Dog-friendly office in Munich and Berlin

Transport reimbursement

Gym membership

Organic food vouchers

Rydes Mobility App benefits

Free books for learning

Job summary

Malt is searching for a Strategic Account Executive to drive enterprise acquisition opportunities in the DACH market. This role involves designing account strategies and managing complex negotiations to secure scalable partnerships.

The ideal candidate will have full professional fluency in German and English, a proven track record in closing high-value contracts, and mastery of the MEDDIC sales methodology. Benefits include a hybrid remote policy and 30 days of annual leave.

Qualifications

• Full professional fluency in both German and English.
• Proven track record of closing high-value, multi-stakeholder MSAs within the DACH region.
• Mastery of the MEDDIC sales methodology.
• Strong experience in procurement-heavy environments.
• Willingness to travel extensively for client meetings.
• Ability to deliver challenging ROI-driven narratives.

Responsibilities

• Map global enterprise accounts across Procurement, HR, and Business Units.
• Design and execute prospecting strategies.
• Lead multi-stakeholder discovery using the MEDDIC framework.
• Define and coordinate pilot phases for value validation.
• Lead RFI/RFP processes end-to-end.
• Manage MSA negotiations across multiple countries.
• Prepare successful post-MSA kick-off plans.
• Maintain a rigorous, advanced CRM forecast.

Skills

Fluency in both German and English

Closing high-value, multi-stakeholder MSAs

Mastery of MEDDIC sales methodology

Navigating procurement-heavy environments

Ability to deliver ROI-driven narratives

Job description

The Strategic Account Executive is the elite driver of our complex enterprise acquisition cycles. You will lead high‑stakes opportunities from the first contact to the final signature of a Master Service Agreement. You are responsible for designing account strategies, running discovery using the MEDDIC framework, shaping ROI narratives, and orchestrating cross‑functional deal teams. Your goal is to secure scalable, multi‑country partnerships that cement Malt’s position as a leader in the DACH market and beyond.

Key responsibilities

• Strategic Account Mapping: Map global enterprise accounts to identify multi‑stakeholder entry points across Procurement, HR, and Business Units.
• Full‑Cycle Acquisition: Design and execute prospecting strategies adapted to massive corporate structures and specific enterprise use cases.
• Expert Qualification: Lead in‑depth, multi‑stakeholder discovery using the 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 German and English.
• Proven track record of closing high‑value, multi‑stakeholder MSAs within the DACH region.
• Mastery of the MEDDIC sales methodology and the ability to 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.

How to join the mission

• First call with Niko, our Talent Acquisition Lead, to understand your background and answer questions (30‑45 minutes).
• Interview with your future manager, Theo, to delve into your experience and the specifics of the role (45‑60 minutes).
• Business case to assess your technical skills in account development and local prospecting.
• Final interview with a C‑level executive to discuss Malt’s long‑term vision and how you fit into our strategic growth.

Benefits

• Hybrid remote policy: 3 days in office, 2 days home‑office.
• 30 days annual leave per year.
• One‑month paid sabbatical after three years of service.
• Entitlement to stock options.
• Lunch vouchers: €6.50 per day, 15 days a month.
• Dog‑friendly office in Munich and Berlin.
• Transport reimbursement, gym membership, organic food voucher, and Rydes Mobility App benefits.
• Free books to support learning relevant to Malt’s business.

EEO statement

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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