Key Account Manager - Global Accounts - UK

🪐 Discover our galaxy   Join 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 differently Ready to help shape the future of work? Your next chapter starts here! 🪐 At Malt we believe that Ambition is the Way, so all lists of missions and responsibilities are non-exhaustive. Key responsibilities ✨ • Ownership & Strategy: Design and execute tailored UK account plans in alignment with guidance from the GAM and Head of GAM. Take full ownership of local revenue signed targets, striving for a minimum of 100% target achievement. • Active Prospecting & Account Mapping: Drive high-volume, high-energy local prospecting across mapped accounts. Identify, engage, and pitch to country-level decision-makers and hiring managers across HR, Procurement, IT, and core Business Units. • Deployment & Pilot Leadership: Lead the successful rollout of global framework agreements locally. Source, initiate, and support pilot projects and first-time use cases to drive immediate platform adoption and long-term retention. • Cross-Functional Orchestration: Act as the local operational anchor for your accounts. Collaborate seamlessly with Marketing, Finance, Onboarding, Customer Success, and Managed Service Providers (MSPs)/vendor networks to clear operational roadblocks and ensure delivery excellence. • Consultative Value Selling & Pipeline Hygiene: Use consultative sales frameworks (e.g., MEDDIC) to surface client pain points, conduct deep-dive needs assessments, and present ROI-driven solution pitches. Maintain real-time pipeline hygiene, accurate deal stage tracking, and forecasting inputs in CRM. • Global Synergy & Market Insights: Collaborate with international Key/Global Account Managers across different regions to share best practices and ensure unified global execution. Provide critical UK-specific market insights for RFPs, local constraints, and emerging use cases. • AI & Modern Sales Stack: Leverage modern sales tools—including LinkedIn Sales Navigator, Modjo (or similar), and internal AI-driven enablement solutions—to streamline outreach, perform account analysis, and maximize daily sales efficiency. Activity & Success Expectations • High-Rhythm Prospecting: Execute ~50 target outreach touchpoints/calls per week and secure ~6 face-to-face selling meetings weekly with new local hiring managers. • Pipeline Coverage: Build and maintain 4x pipeline coverage relative to revenue targets leading into your first full post-ramp quarter. • Project Activation: Consistently source new project opportunities (targeting 20+ initial project sourcings per quarter) to fuel account growth. About you 🧑‍🚀 • Commercial Experience: 3–5+ years of commercial B2B experience in sales or account management. • Recruitment / IT Staffing Foundation: Background in IT recruitment, IT staffing services, or technology personnel services, ideally combined with experience in SaaS or B2B tech sales. • Growth Mindset & Energy: Strong blend of a hunter mindset with a client-centric, consultative style. Self-motivated, resilient, and proactive about driving daily activity and solving problems. • Technical & Industry Understanding: Ability to speak the language of IT managers, CIOs, and enterprise department heads to identify skill gaps and project needs. • Stakeholder Management: Fluent in English with exceptional written and verbal communication skills. Capable of building trust with operational hiring managers as well as presenting business reviews to seni