Key Account Manager - Enterprise

Malt; Greater London; Hybrid; GBP 90,000 - 130,000; Full time

Benefits offered by this job

30 days annual leave

1 month paid sabbatical after 3 years

Bonus scheme for sales positions

Stock options

Private health insurance

Cycle-to-work scheme

Season ticket loan

Pension contributions

Dog friendly office

Dog friendly office

Job summary

A leading freelance marketplace in the UK is seeking a Key Account Manager to manage and expand enterprise accounts. The role involves driving revenue growth through strategic partnerships, managing C-level relationships, and executing growth plans. Candidates should have at least 7 years of sales experience and a track record in strategic account management. This position emphasizes collaboration and requires proficiency in English, alongside a willingness to travel within the UK.

Qualifications

• Minimum of 7 years of professional experience in sales.
• At least 3 years in a Key Account Management role.
• Ability to transform agreements into long-term strategic plans.
• Exceptional skills in delivering presentations to C-level executives.
• Full professional proficiency in English.

Responsibilities

• Manage and expand a portfolio of large enterprise accounts.
• Run structured prospection to identify new teams and departments.
• Drive revenue through expansion and extension within accounts.
• Lead Quarterly Business Reviews with key stakeholders.
• Own national contracts and lead MSA renewal processes.
• Maintain a high‑quality pipeline and forecast accuracy using MEDDIC discipline and CRM hygiene.
• Coordinate across AMs, ClientOps, Product and Customer Admin to accelerate account development.
• Provide market insights for RFPs, case studies and strategic preparation to the Head of Enterprise.

Skills

Sales experience

Strategic account management

SaaS experience

Data-driven CRM management

C-level presentations

Proactive mindset

Job description

🪐 Discover our galaxy

Join the Future of Work! Malt is Europe’s leading freelance marketplace, connecting over 850,000 talented freelancers with 90,000+ companies. Founded in 2013, we’re transforming how work gets done through our tech‑powered, human‑centered platform.

• 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

About the role

As a Key Account Manager for our Enterprise segment, you will manage and expand a portfolio of large enterprise accounts (2,000+ FTEs) where Malt already has a foothold. Your focus will be growing these accounts in terms of revenue, projects and people, moving them from footholds into significant, high‑value strategic partnerships.

Key Missions

• Strategic Prospection: Run structured internal prospection to identify and activate new teams, departments and geographies within your assigned accounts.
• Growth Execution: Drive both "Expansion" (new geographies/departments) and "Extension" (growing scope within active teams) to maximise revenue.
• Executive Governance: Prepare and lead high‑impact Quarterly Business Reviews and maintain relationships with Economic Buyers and C‑level stakeholders.
• Contract Ownership: Own the national contract and lead all MSA renewal processes to secure long‑term stability.
• Account Deployment & Expansion: Map complex organisational structures, activate new Business Units, and influence stakeholders to open new lines of business.
• Operational Rigor: Maintain a high‑quality pipeline and forecast accuracy using MEDDIC discipline and impeccable CRM hygiene.
• Cross‑Functional Coordination: Act as the internal conductor, aligning AMs, ClientOps, Product and Customer Admin to remove blockers and accelerate account development.
• Strategic Support: Provide critical field insights for RFPs, case studies and strategic preparation to the Head of Enterprise.

About You

• Minimum of 7 years of professional experience in sales, including at least 3 years in a Key Account Management role.
• Proven track record in Strategic Account Management or Enterprise Sales, managing decentralized portfolios of 2–10 major accounts.
• Experience in SaaS, technology, consulting or recruitment.
• Ability to transform a framework agreement into a detailed, long‑term strategic plan aligned with client business objectives.
• Deep understanding of contract profitability and the ability to articulate ROI and value delivered at every stage.
• Proactive mindset for "farming" within accounts; enjoy hunting for new opportunities within an existing client base.
• Exceptional skills in delivering strategic, ROI‑focused presentations to C‑level executives.
• Strong discipline in data‑driven CRM management.
• Ability to structure deployments into clear projects with precise milestones and deadlines.
• Collaborative team player who thrives in a high‑growth environment and contributes positively to the culture.
• Full professional proficiency in English.
• Willingness to travel regularly within your home country (at least once a month if not co‑located with your clients).

How to Join the Mission

• First call with Esra from the Talent Team to better understand your background, aspirations and to answer your questions (30–45 minutes).
• Track‑record interview with the hiring manager, to discuss your experience and how it aligns with this role (45 minutes).
• Prepare a case study which you’ll then present to two of our current Sales Managers (1 hour).
• Final interview with a C‑Level leader to discuss Malt’s long‑term vision and to check any remaining questions (30–45 minutes).

Benefits

• Onboarding: Spend your first week learning about our culture, products and services with other onboardees at our Paris office.
• Annual leave: 30 days per year.
• Sabbatical: 1 month paid sabbatical once you’ve been with Malt for 3 years.
• Bonus scheme: For certain positions such as sales there is an opportunity to earn a bonus based on your performance. Your recruiter will tell you at interview if there is a bonus for the position you are applying for.
• Stock options: Every Malter is entitled to stock options.
• Free books: If you’re interested in learning more about any topic relevant to your career, 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.
• Remote work: Hybrid remote policy.
• Private health insurance: Rewarded for healthy living by our UK provider Vitality.
• Cycle‑to‑work scheme: Save on a bike and equipment.
• Season ticket loan: Save on public transport.
• Pension: Malt contributes 5% through Aviva.
• Dog friendly office: In the heart of London.

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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