Account Manager

Summary

Join Malt, Europe's leading freelance marketplace, and contribute to shaping the future of work! As an Account Manager, you'll play a crucial role in acquiring and nurturing long-term partnerships with mid-market companies, particularly industrial PME/ETI and promising scale-ups in the French Tech sector. This challenging sales role involves building your portfolio of cold companies, identifying relevant prospects, developing sales strategies, and transforming prospects into clients. You'll be responsible for negotiating framework agreements, developing freelancing within client companies, and establishing a trusted advisor relationship. Malt offers a clearly defined career path, a supportive team environment, and opportunities for professional growth.

Requirements

• 2 to 5 years of professional experience, ideally in SaaS platform/marketplace environment
• Business school degree or equivalent
• Excellent formal communication and presentation skills in order to organize and lead C-level meetings
• Excellent listening skills and capacity to create trust-based relationships
• Appetite for business development and eager to hunt and create new opportunities to break ground in an industry where partnerships have yet to be built
• Curious and strong analytical skills to understand the short, medium, and long-term needs of clients
• Native-level French speaker with fully professional English and ready to collaborate in an international environment

Responsibilities

• Build from scratch your portfolio of cold companies
• From a list of identified cold accounts, your goal is to validate the business potential of those accounts through meetings obtained through prospection (cold call, mail, LinkedIn, events)
• Then, you'll need to understand how the company works to develop the use of Malt
• This may involve signing a contract
• Identify relevant prospect to reach
• Set up action plans and sales strategies, specific to each portfolio company, in order to maximize impact and business opportunities
• Run intense prospection activities through different channels (call, linkedin, mail)
• Book discovery meetings to understand better those companies’s challenges
• Qualify in relevant companies, understand their challenges and convince them of the benefits of using a platform built on an open model that federates the leading community of freelancers in Europe
• Transform prospects into clients and accompany them so that freelancing becomes key to tackle their challenges
• When relevant, negotiate framework agreements with the company to position Malt as a key partner for them
• Once your prospects become clients, develop freelancing within the company
• After a few months, the aim is to have no more than around fifteen customer accounts that willmake up your Account Manager portfolio
• Hold a "trusted advisor" position and establish a long-term support relationship with your clients :  Identifying new needs in advance, for a fast and qualitative response in the proposal of new expert profiles
• Identify and collaborate with internal Malt teams to offer the best experience to both clients and freelancers (Sourcing, Marketing, Finance Operations...)
• Conduct meetings (regular or ad-hoc) and present deliverables on an ongoing basis: contractual follow-up points, production of external analyses and benchmarks, optimization of the customer experience, sharing of sector analyses, sharing of freelance feedback
• Adopt our winning “Mid Market” spirit
• Be a strong team player
• Bring your smile and every day motivation
• Be resilient : mid market companies go through frequent ups and downs. You’ll have many wins and many losses all the time and should not be afraid of starting from scratch again. Mid market companies always require a strong prospection push, even our closest clients

Preferred Qualifications

• Background in consulting or intellectual services is a strong advantage
• Knowledge of the tech ecosystems and professions is a real asset

Benefits

• Onboarding: Before easing into your new role, you’ll spend your first week learning about our culture, products, and services with other onboardees at our office in Paris
• Equity: Every Malter is entitled to stock options
• Lunch vouchers (legal benefit) : €9/day on your Swile card
• Transportation (legal benefit): 50% reimbursement (any type of transport)
• RTT: From 8 to 12 days off
• Sports: company participation to a Gymlib membership
• Malt sabbatical: After three years, every Malter is entitled to a one month paid sabbatical leave
• Free books: If you’re interested in learning more about any topic relevant to Malt’s business, 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
• Annual team building events