Account Manager - SMB/Mid-Market

Act as the strategic architect to deploy, grow, and scale key accounts within the German Mittelstand / Mid-Market segment (400–2,000 white-collar FTEs) while forging profitable, long-term partnerships. You will take full ownership of your territory - applying MEDDIC framework to navigate complex decision structures, negotiate with senior stakeholders, and drive account deployment across the region.

What you'll do

• Execute detailed account plans and perform tactical follow-ups to drive consistent growth. Conduct deep structured prospection within existing accounts to identify and capture new business unit opportunities.
• Engage key stakeholders—including HR, Procurement, and Hiring Managers—to systematically expand Malt's presence and drive platform adoption among all potential users.
• Manage and expand an established portfolio of Mittelstand accounts by generating new demand, driving ongoing engagement, and securing timely contract renewals.
• Partner continuously with client procurement, legal, and business unit leaders to renew, extend, and expand framework agreements.
• Deploy deep-level active listening and questioning frameworks to precisely identify client pain points and architect bespoke platform solutions.
• Develop creative, multi-channel account animation strategies to ensure diverse services are consistently offered and accounts remain actively engaged.

What you'll need

• 3–5 years of quantifiable success scaling German Mittelstand / Mid-Market accounts, ideally with a background in Professional Services (e.g., freelance staffing, recruitment, or agency consulting).
• Direct experience interfacing with Procurement, HR, and executive leads to negotiate commercial terms, navigate complex multi-stakeholder structures, and eliminate buying friction.
• Demonstrated exceptional drive, resilience, and a growth mindset by executing high-intensity account outreach, systematically targeting hiring managers to activate latent demand.
• Native-level proficiency in German and strong professional English to operate seamlessly within our integrated European organization.
• Master MEDDIC execution and objection handling techniques to unlock Mid-Market procurement structures.
• Ability to thrive in a high-velocity environment where you build the strategic roadmap rather than relying on a predetermined corporate playbook.

Nice to have

• Experience in the freelance staffing, recruitment, or professional services marketplace space.
• Familiarity with enterprise SaaS sales cycles and framework agreement negotiations.

What they offer

• Opportunity to shape the "New Way of Work" as a Next40 European leader with 600 employees across the continent.
• Access to a thriving ecosystem of 1 million freelancers and 100,000+ companies on the Malt platform.
• Cross-functional collaboration with legal, operations, and marketing teams.
• Structured 30-60-90 day impact plan with clear performance benchmarks.