Key Account Manager - Global Accounts DACH

🪐 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. The Mission • The Situation: Malt is shaping the "New Way of Work" as Europe's leading freelance marketplace, connecting over 1,000,000 top-tier freelancers with more than 100,000 enterprises. In the DACH region, multinational corporations have already established global framework agreements at group headquarters - creating a massive strategic opportunity to bring these global relationships to life across German, Austrian, and Swiss operations. • The Task: Act as the entrepreneurial leader scaling our Global Accounts practice across the DACH territory. You will take direct ownership of multinational corporate accounts, translating global agreements into local Gross Services Volume (GSV) expansion by unlocking new business units, steering strategic pilots, and navigating complex MSP ecosystems. In doing so, you will master algorithmic marketplace dynamics, orchestrate multi-threaded enterprise stakeholders using MEDDIC, and harness cutting-edge AI sales workflows to establish Malt as an indispensable workforce partner. Key Responsibilities Strategic Enterprise Farming & Account Penetration • Action: Map complex matrix structures across DACH divisions, uncover high-impact project demands within IT, Procurement, and operational business units, and run consultative discovery using the MEDDIC framework. • Output: Comprehensive account roadmaps, targeted departmental expansion campaigns, and strategic Local Business Reviews (LBRs) delivered to executive-level buyers. • Metrics: Qualified GSV Pipeline Generated, Net-New Department Penetration Rate, and Executive Stakeholder Meetings Conducted. Deployment Leadership & Cross-Functional Orchestration • Action: Lead the local execution of global framework agreements from initial scoping to multi-project rollouts, mobilizing internal specialists across Delivery, Customer Success, Onboarding, and Marketing. • Output: Standardized pilot-to-production onboarding pathways, bespoke delivery models for hiring managers, and documented regional playbooks. • Metrics: Pilot-to-Deployment Conversion Rate, Time-to-First-Project, and Active Hiring Manager Count. MSP Governance & Operational Excellence • Action: Serve as the strategic operational anchor for local Managed Service Providers (MSPs), Vendor Management Offices (VMOs), and corporate procurement teams to resolve workflow bottlenecks and ensure compliance. • Output: Transparent statement-of-work (SOW) protocols, automated compliance workflows, and established joint operating cadences. • Metrics: MSP SLA Compliance Rate, Placement Throughput Velocity, and Regulated GSV Volume. Cross-Border Synergy & AI-Driven Sales Innovation • Action: Collaborate continuously with international Global Account Managers (GAMs) at client HQs to coordinate joint expansion strategies, while leveraging internal AI enablement tools to optimize daily research, outreach, and pipeline forecasting. • Output: Cohesive multinational account strategies, real-time CRM intelligence, and predictive pipeline forecasts. • Metrics: CRM Forecast Accuracy, Cross-Border Synergistic GSV, and AI Enablement Adoption Rate Requirements & The Skills Matrix Proven Mastery (What you have already