Key Account Manager - Global Accounts

• A diverse team of 600 Malters across 6 European countries
• A culture that champions equality (50% of our Comex are women) and inclusive growth
• Backed by top investors including ISAI, Serena Capital, Eurazeo Growth, Goldman Sachs, and BPI
• A mission to give everyone the freedom to work differently

Key responsibilities ✨

Ownership & Strategy: Design and execute tailored UK account plans in alignment with guidance from the GAM and Head of GAM. Take full ownership of local revenue signed targets, striving for a minimum of 100% target achievement.

Active Prospecting & Account Mapping: Drive high-volume, high-energy local prospecting across mapped accounts. Identify, engage, and pitch to country-level decision-makers and hiring managers across HR, Procurement, IT, and core Business Units.

Deployment & Pilot Leadership: Lead the successful rollout of global framework agreements locally. Source, initiate, and support pilot projects and first-time use cases to drive immediate platform adoption and long-term retention.

Cross-Functional Orchestration: Act as the local operational anchor for your accounts. Collaborate seamlessly with Marketing, Finance, Onboarding, Customer Success, and Managed Service Providers (MSPs)/vendor networks to clear operational roadblocks and ensure delivery excellence.

Consultative Value Selling & Pipeline Hygiene: Use consultative sales frameworks (e.g., MEDDIC) to surface client pain points, conduct deep-dive needs assessments, and present ROI-driven solution pitches. Maintain real-time pipeline hygiene, accurate deal stage tracking, and forecasting inputs in CRM.

Global Synergy & Market Insights: Collaborate with international Key/Global Account Managers across different regions to share best practices and ensure unified global execution. Provide critical UK-specific market insights for RFPs, local constraints, and emerging use cases.

AI & Modern Sales Stack: Leverage modern sales tools—including LinkedIn Sales Navigator, Modjo (or similar), and internal AI-driven enablement solutions—to streamline outreach, perform account analysis, and maximize daily sales efficiency.

Activity & Success Expectations

• High-Rhythm Prospecting: Execute ~50 target outreach touchpoints/calls per week and secure ~6 face-to-face selling meetings weekly with new local hiring managers.
• Pipeline Coverage: Build and maintain 4x pipeline coverage relative to revenue targets leading into your first full post-ramp quarter.
• Project Activation: Consistently source new project opportunities (targeting 20+ initial project sourcings per quarter) to fuel account growth.

About you 🧑‍🚀

Commercial Experience: 3–5+ years of commercial B2B experience in sales or account management.
Recruitment / IT Staffing Foundation: Background in IT recruitment, IT staffing services, or technology personnel services, ideally combined with experience in SaaS or B2B tech sales.
Growth Mindset & Energy: Strong blend of a hunter mindset with a client-centric, consultative style. Self-motivated, resilient, and proactive about driving daily activity and solving problems.
Technical & Industry Understanding: Ability to speak the language of IT managers, CIOs, and enterprise department heads to identify skill gaps and project needs.
Stakeholder Management: Fluent in English with exceptional written and verbal communication skills. Capable of building trust with operational hiring managers as well as presenting business reviews to senior executives.
Disciplined Execution: Strong organizational and pipeline management skills, with experience using tools like LinkedIn Sales Navigator, Gong, and CRM systems.

The Self-Selection Filter

This role is PERFECT for you if you:
Thrive on ownership: Treat your assigned UK enterprise portfolio as your own business unit within Malt.
Relish outbound engagement: Pick up the phone, initiate cold outreach, open new doors, and turn warm enterprise leads into long-term accounts.
Embody a collaborative "we over me" mindset: Partner closely with Global Account Managers (GAMs) across borders to unlock massive enterprise wins.
Bring positive energy and resilience: Approach complex enterprise roadblocks with genuine enthusiasm and problem-solving grit.
Champion simplicity: Communicate clearly, find the most effective path forward, and execute fast without over-complicating strategy.
This role is NOT for you if you:
Wait for inbound leads: Prefer managing inbound maintenance over proactively prospecting new enterprise hiring managers.
Require a pre-built blueprint: Need step-by-step instructions for every situation rather than building and refining your own path forward.
Avoid outbound friction: Feel hesitant about cold-calling enterprise stakeholders or navigating procurement objections.
Focus solely on solo achievements: Put individual vanity metrics above team collaboration, cross-border strategy, and collective account win-rates.

Why Join Us?

Clear Growth Path: Opportunities for clear career progression, including stepping up into Global Account Management (GAM) roles or expanding ownership across broader international territories and MSA-level strategies.
Impact & Scale: Join our largest growth engine in the UK at a time of rapid expansion, building from established framework contracts with world-renowned enterprise brands.