Account Manager Mid Market

<b><span>🪐 Discover our galaxy</span></b><br/><span>Join the Future of Work ! Malt is Europe's leading freelance marketplace, connecting over 700,000 talented freelancers with 70,000+ companies. Founded in 2013, we're transforming how work gets done through our tech-powered, human-centered platform. What makes us different:</span><br/><span>- A diverse team of 600 Malters across 6 European countries</span><span>- A culture that champions equality (50% of our Comex are women) and inclusive growth</span><span>- Backed by top investors including ISAI, Serena Capital, </span><span>Eurazeo Growth, </span><span>Goldman Sachs, and BPI</span><span>- A mission to give everyone the freedom to work differently</span><br/><span>Ready to help shape the future of work? Your next chapter starts here! 🪐</span><br/><b>Explore your future career  🔭</b> <span>Malt is scaling up fast and recruiting for our top-performing Sales team in order to accelerate our growth. Our</span><b> Account Managers</b><span> are in charge of acquiring and nurturing long-term partnerships with mid-market companies, especially industrial PME/ETI and the most promising scale-ups of the French Tech. </span><span>This is a challenging “full-stack” sales role, including prospection and development on selected Mid market accounts.</span><br/><span>Here at Malt we have a clearly defined career path to accompany our teammates in their professional growth.</span><span>The Sales team is organized into Business Units that correspond to the industry sectors of our clients. </span><span>The team consists of different levels of seniority: AM, KAM, Senior KAM, Practice Leader, BU Manager.</span><span>You also have the opportunity to develop as an individual contributor or team leader: you will join an adventure where much is still to be done and where taking initiative is highly valued (organizing events, actively participating in conferences, internal training with our peers, etc.) </span> <h3>Key responsibilities ✨</h3> <ul> <li><b>Build from scratch your portfolio of cold companies </b></li>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. <li>Identify relevant prospect to reach </li><li>Set up action plans and sales strategies, specific to each portfolio company, in order to maximize impact and business opportunities </li><li>Run intense prospection activities through different channels (call, linkedin, mail)</li><li>Book discovery meetings to understand better those companies’s challenges</li><li>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</li><li>Transform prospects into clients and accompany them so that freelancing becomes key to tackle their challenges </li><li>When relevant, negotiate framework agreements with the company to position Malt as a key partner for them </li><br/><li><b>Once your prospects become clients, develop freelancing within the company</b></li>After a few months, the aim is to have no more than around fifteen customer accounts that willmake up your Account Manager portfolio.<li>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</li><li>Identify and collaborate with internal Malt teams to offer the best experience to both clients and freelancers (Sourcing, Marketing, Finance Operations...)</li><li>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</li><br/><li><b>Adopt our winning “Mid Market” spirit</b></li><li>Be a strong team player</li><li>Bring your smile and every day motivation </li><li>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</li></ul> <h3>About you 🧑‍🚀</h3> <ul> <li>2 to 5 years of professional experience, ideally in SaaS platform/marketplace environment</li><li>Business school degree or equivalent</li><li>Background in consulting or intellectual services is a strong advantage</li><li>Excellent formal communication and presentation skills in order to organize and lead C-level meetings</li><li>Excellent listening skills and capacity to create trust-based relationships</li><li>Appetite for business development and eager to hunt and c