Head of Account Management

Role Overview

• Manage, coach, and grow the KAM and AM Enterprise team to elevate strategic selling and execution excellence.
• Define the team structure, portfolio allocation, and hiring roadmap based on account potential and team capacity.
• Build and execute the Enterprise GTM strategy, including segmentation, target accounts, and clear priorities.
• Own Enterprise KPIs, specifically focusing on revenue, margin, renewals, and expansions.
• Consolidate forecasts and run performance routines to ensure reliable accuracy at the team and market level.
• Support KAMs on strategic deals and high-stakes renewals, stepping in as a senior executive contact when necessary.
• Standardize processes for account planning and contract deployment to ensure consistency across countries and segments.

Requirements

• High-level education, ideally in Business, Management, or a related commercial field.
• Relevant experience (minimum 8+ years) in enterprise sales leadership, with a proven track record of managing high-performing account management teams.
• Native level in French to effectively lead teams and engage with C-level stakeholders, and professional level in English as we evolve in an international environment.
• Strong command of CRM tools and sales methodologies like MEDDIC to diagnose deal weaknesses and improve processes.
• Expertise in sales forecasting and P&L management to provide data-driven reports to regional leadership.

Benefits

• Equity: Every Malter is entitled to stock options
• Lunch vouchers (legal benefit): €9/day on your Swile card
• Transportation (legal benefit): 50% reimbursement (any type of transport)
• Healthcare insurance (legal benefit)
• RTT: From 8 to 12 days off per year
• Sports: Company participation to a Gymlib (Wellpass) membership
• Malt sabbatical: Every three years, all Malters are entitled to a one month fully paid sabbatical leave
• Free books: If you’re interested in learning more about any topic relevant to Malt’s business, just tell us the books you’d like to read, and we’ll order them for you—without any questions asked or approval processes to follow
• Remote work: Hybrid policy balancing on-site and home office
• Team building events organized every year