Strategic Account Executive, Enterprise

Strategic Account Executive

The Strategic Account Executive is the elite driver of our complex enterprise acquisition cycles. You will lead high-stakes opportunities from the first contact to the final signature of a Master Service Agreement (MSA). You are responsible for designing account strategies, running advanced discovery using the full MEDDIC framework, shaping ROI narratives, and orchestrating cross-functional "deal teams." Your goal is to secure scalable, multi-country partnerships that cement Malt's position as a leader in the DACH market and beyond.

About the Role

• Strategic Account Mapping: Map global enterprise accounts to identify multi-stakeholder entry points across Procurement, HR, and Business Units.
• Full-Cycle Acquisition: Design and execute prospecting strategies adapted to massive corporate structures and specific enterprise use cases.
• Expert Qualification: Lead in-depth, multi-stakeholder discovery using the full MEDDIC framework to validate pain, identify the Economic Buyer, and map the decision process.
• Pilot Orchestration: Define and coordinate pilot phases to prove value, validate process readiness, and build the "appetite" for full-scale deployment.
• RFP Leadership: Lead RFI/RFP processes end-to-end, partnering with Bid Management and technical experts to deliver winning proposals.
• Complex Negotiations: Manage heavy-weight MSA negotiations involving Procurement, Legal, and Finance across multiple countries and business units.
• Scalable Handover: Prepare deployment plans that ensure a successful post-MSA kick-off, transitioning the account smoothly to local Account Management teams.
• Pipeline Excellence: Maintain a rigorous, advanced forecast with MEDDIC excellence within the CRM.

About You

• Full professional fluency in both German and English is mandatory.
• Proven track record of closing high-value, multi-stakeholder MSAs within the DACH region.
• Mastery of the MEDDIC sales methodology, you apply it with rigor and can coach others on its nuances.
• Strong experience navigating Procurement-heavy environments and managing strategic concessions to close scalable deals.
• Willingness to travel extensively for client meetings and events; ability to move within the EU every two weeks.
• Ability to deliver ROI-driven narratives that challenge customer assumptions and meet C-level expectations.

Life on planet Malt is the perfect space to thrive personally and professionally

• 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
• 30 days of vacation per year
• Employee Stock Options so you can profit from the business as we grow it
• 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.
• Annual team building events

Ready? Get your ticket to Malt

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.