Key Account Manager / Enterprise Long Tail

Explore your future career 🔭

• As part of the Global Account Management Team, you will join the Global Account Management team. This area plays a central role in Malt's plan to accelerate our growth. Ensure the local deployment, adoption, and growth of global enterprise accounts within Spain.
• Our results in Spain over the last four years speak for themselves:
• 💶 7x growth in business volume, reaching €40M, driven by 49 consecutive months of YoY growth.
• 🔄 Shift from 70% SMB to a 95% corporate-focused business, working with IBEX 35 companies and dozens of Spanish and international multinationals.
• 👥 Building a spanish community of 70,000+ freelancers, that grows organically by +1,000 new professionals every month.
• 🏆 Developing a strong and recognized brand locally, able to compete head-to-head with traditional large players.

Key Responsibilities ✨

• Systematic Portfolio Prioritization: Manage a portfolio of 35 accounts with high operational rigor, prioritizing activities based on engagement levels and ICP alignment.
• Strategic Account Tiering: Analyze and categorize your 35 accounts based on their growth potential to optimize commercial efforts and focus on "diamonds in the rough".
• Demand Generation & High-Volume Prospecting: Execute high-velocity, multi-channel local prospecting (calls, emails, social selling) to uncover new use cases and generate a constant flow of projects.
• Local Revenue Activation: Secure initial local revenue by successfully closing new projects and proactively managing mission extensions.
• Discovery & Expert Pitching: Conduct effective discovery sessions to identify core business pain points and deliver tailored product demos for specific local Enterprise scenarios.
• Operational Excellence & MEDDIC: Maintain high discipline in MEDDIC fundamentals to ensure professional qualification of all leads before potential escalation to larger portfolios.
• Pipeline Management: Maintain a clean and accurate local pipeline, ensuring the CRM (Salesforce) reflects all activities and provides reliable deal forecasting.
• Commercial Negotiation: Handle standard and mid-complexity negotiations using defined playbooks and concession rules to ensure contract profitability.

About you 🧑‍🚀

• Internal Explorer & Strategic Filter: you act as an "internal explorer" for our Enterprise segment, managing a portfolio of 35-50 transactional accounts with the strategic mindset to distinguish daily business from high-growth opportunities.
• High-Volume "Doer": you are a natural "doer" with the proven ability to execute high-volume commercial activity and maintain consistent follow-up across a large, complex portfolio.
• Sales Velocity & Prospecting: you are skilled in multi-channel prospecting (calls, social selling, email) and capable of qualifying leads with high velocity to keep the pipeline moving.
• Methodological Discipline (MEDDIC): you possess a solid grasp of MEDDIC fundamentals, recording core elements accurately for every account to ensure professional qualification.
• Consultative Pitching: you excel at delivering the Malt pitch, adapting your messaging to local contexts and handling common friction points or objections effectively.
• Analytical & Meticulous: you can assess deep client needs and update CRM data (Salesforce) meticulously, knowing exactly when to escalate strategic topics to management when high potential is identified.
• Experience & Mindset: you bring a relationship-driven approach with at least 3+ years in B2B sales or account management, showing high autonomy and an entrepreneurial mindset.
• Communication & Negotiation: you are a fluent communicator and sharp negotiator in both Spanish and English, effortlessly engaging and influencing diverse stakeholders at different levels.
• Solution-Oriented Networking: you use your strong networking skills to deepen relationships within client organizations, crafting optimal solutions that align with a partnership-oriented sales cycle.
• Self-Motivation & Organization: you possess a high degree of self-motivation, driving initiatives quickly with strong sales planning and superb organization.

How to join the mission? 🚀

• First call with Natalia, our Talent Acquisition Manager, to better understand your background, aspirations and answer any questions you may have. (30 minutes).
• Interview with the team manager, including the evaluation of a business case, in order to assess your technical skills while diving deeper into your experience and the specifics of the role. (60 minutes).
• Final interview with a C-level executive to discuss Malt’s long-term vision.