Account Executive - SMB/Mid-Market

About the role

Malt is Europe’s leading freelance marketplace and is expanding its presence in Germany. As an Account Executive focused on SMB and Mid‑Market companies, you will design and execute a zero‑to‑one acquisition strategy, targeting high‑growth firms with 500‑2,000 employees. You will act as the autonomous founder of your territory, building pipelines from scratch and driving new logo acquisition.

Key responsibilities

• Develop and run an outbound prospecting plan, targeting 15‑20 key accounts each quarter through cold outreach, market intelligence and network mapping.
• Own the full sales cycle, from discovery to negotiation, applying MEDDIC and SPIN methodologies to qualify opportunities and close Master Service Agreements with C‑level, Tech and HR/Procurement stakeholders.
• Collaborate with the Account Management team to ensure a smooth handover and rapid deployment of freelance talent after contract signing.
• Track performance metrics such as meetings booked, deal velocity, forecast accuracy in Salesforce, and total ACV signed.

Required profile

• Proven experience in B2B sales, preferably targeting SMB or Mid‑Market segments.
• Demonstrated ability to build and manage a high‑quality pipeline independently.
• Strong consultative selling skills and comfort negotiating with senior stakeholders.
• Results‑driven mindset with a focus on measurable outcomes.

Required skills

• Salesforce (pipeline and forecasting management)