Key Account Manager, Enterprise

Key Account Manager, Enterprise

The Key Account Manager, Enterprise is the guardian and growth engine of our most significant decentralized Enterprise accounts (≥2000 employees). You are responsible for contract ownership, renewals, and long-term success. Your primary goal is to transform a single contract into a widespread, multi-departmental partnership. You will lead deployment post-MSA, drive extension into new business units, and orchestrate complex governance to ensure Malt becomes the strategic backbone of your client's workforce.

About the role

• Contract Ownership: Own the national contract and lead all MSA renewal processes to secure long-term stability.
• Account Deployment & Expansion: Map complex organizational structures, activate new Business Units (BUs), and influence stakeholders to open new lines of business.
• Strategic Prospection: Run structured internal prospection to identify and activate new teams, departments, and geographies within your assigned accounts.
• Executive Governance: Prepare and lead high-impact Quarterly Business Reviews (QBRs) and maintain relationships with Economic Buyers and C-level stakeholders.
• Growth Execution: Drive both "Expansion" (new geographies/departments) and "Extension" (growing scope within active teams) to maximize revenue.
• 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

• Proven track record in Strategic Account Management or Enterprise Sales, specifically managing decentralized portfolios of 2–10 major accounts.
• 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.
• A proactive mindset for "farming" within accounts, you 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 MEDDIC fundamentals and data-driven CRM management.
• Ability to structure deployments into clear projects with precise milestones and deadlines.
• 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).

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. Your profile may be subject to background screening. For more information see our candidate privacy policy.