Strategic Account Executive Enterprise - DACH

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. You are responsible for designing account strategies, running discovery using the 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.

Key responsibilities

• 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 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.
• Proven track record of closing high‑value, multi‑stakeholder MSAs within the DACH region.
• Mastery of the MEDDIC sales methodology and the ability to 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.

How to join the mission

• First call with Niko, our Talent Acquisition Lead, to understand your background and answer questions (30‑45 minutes).
• Interview with your future manager, Theo, to delve into your experience and the specifics of the role (45‑60 minutes).
• Business case to assess your technical skills in account development and local prospecting.
• Final interview with a C‑level executive to discuss Malt’s long‑term vision and how you fit into our strategic growth.

Benefits

• Hybrid remote policy: 3 days in office, 2 days home‑office.
• 30 days annual leave per year.
• One‑month paid sabbatical after three years of service.
• Entitlement to stock options.
• Lunch vouchers: €6.50 per day, 15 days a month.
• Dog‑friendly office in Munich and Berlin.
• Transport reimbursement, gym membership, organic food voucher, and Rydes Mobility App benefits.
• Free books to support learning relevant to Malt’s business.

EEO statement

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.

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