Account Executive - SMB/Mid-Market

European SaaS Benchmark; Germany (OH); On-site; USD 70,000 - 90,000; Full time

Benefits offered by this job

Hybrid remote policy: 3 days office, 2 days home

30 days annual leave

Sabbatical after 3 years

Stock options

Lunch vouchers

Job summary

European SaaS Benchmark is seeking an experienced Account Executive to drive growth in the German market. The candidate will build and execute outbound strategies, lead sales cycles, and manage client handover efficiently.

This hybrid role offers 30 days of annual leave, stock options, and a dog-friendly office environment. If you are a proactive hunter ready to develop strategies and turn cold accounts into thriving partnerships, apply now!

Qualifications

• 4-5 years of senior-level Account Executive experience.
• Track record of selling in SaaS or Professional Services.
• Ability to navigate procurement across organizations.

Responsibilities

• Develop an outbound strategy targeting key accounts.
• Lead the entire sales cycle using established frameworks.
• Orchestrate handover to the Account Management team.

Skills

Account Executive experience

SPIN and MEDDIC methodologies

Salesforce proficiency

Understanding of the German market

Job description

Overview

Malt is Europe's leading freelance marketplace, connecting over one million freelancers with more than 100,000 companies. Founded in 2013, we transform how work gets done through a tech-powered, human‑centered platform. We have a diverse team of 600 employees across six European countries and a culture that champions equality and inclusive growth.

Mission

• Situation: We are a leading freelance marketplace that has 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.
• Task: You will be part of a three‑person team acting 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. Your focus will be on German SMBs and high‑growth companies (500 to 2,000 employees).

Key Responsibilities

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.
• 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 MEDDIC and SPIN frameworks.
• Output: Executed Master Service Agreements secured with C‑level, tech, and HR/Procurement stakeholders.
• Metrics of Performance: Deal velocity 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 to deploy freelancers immediately.
• Output: Rapid deployment of freelance talent within newly signed accounts.
• Metrics of Performance: Total Annual Contract Value signed and maximization of revenue generated within the first 12 months post‑MSA.

Requirements & Skills

• 4‑5 years of senior‑level Account Executive experience demonstrating autonomy and execution capability.
• Documented track record of conquering big local players in the German market.
• Success selling within the Professional Services or SaaS industries (ideally both).
• Proficiency in SPIN and MEDDIC methodologies.
• Advanced pipeline integrity and Salesforce command.
• Strategic procurement navigation across HR, tech, and sourcing/buying centers.
• Ability to architect digital transformation acceleration for medium‑sized high‑growth Mittelstand businesses.

Self‑Selection Filter

This role is perfect for you if:

• You have an entrepreneurial, high‑agency mindset and can build your own strategy from the ground up.
• You are a pure hunter who thrives on reaching out, sparking interest, and converting cold accounts into revenue drivers.
• You value deep methodology, structure, and execution rigor over just 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.
• You lack the organizational discipline to independently manage and ruthlessly qualify a targeted list of 50 accounts each quarter.

30‑60‑90 Day Impact Plan

• Day 30: Complete onboarding in our Paris office, understand marketplace mechanics and culture. Output: Map initial 50 target accounts and finalize hunter strategy.
• Day 60: Actively qualify/disqualify target accounts while conducting discovery sessions with key stakeholders. Output: Establish a predictable, Meddic‑qualified pipeline in Salesforce.
• Day 90: Secure initial MSAs and orchestrate frictionless handover to Account Management. Metric of Performance: Maximize revenue realization within first major signed accounts.

Benefits

• Hybrid remote policy: 3 days in office, 2 days home‑office.
• Annual leave: 30 days per year.
• Sabbatical: 1 month paid after 3 years with Malt.
• Stock options available to all employees.
• Lunch vouchers: €6.50 per day, 15 days per month.
• Dog‑friendly office in Munich/Berlin.
• Choice benefit: transport reimbursement, gym membership, organic food voucher, or mobility app.
• Free books: request any relevant titles and we will order them for you.

Equal Opportunity

Malt is 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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