Malt

Director of Commercial Enablement

Malt

full-time

Posted on:

Location Type: Hybrid

Location: Paris • 🇫🇷 France

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Job Level

Lead

About the role

  • Develop winning bid strategies by coordinating inputs from cross-functional teams to ensure proposals are compelling, compliant, and commercially robust for complex B2B deals.
  • Create a deployment playbook that outlines pre- and post-sale actions and strategies to drive scalable, accelerated adoption of Malt’s solution across new and existing clients.
  • Lead the Client Change Management Team, acting as a commercial and client business partner to guide clients through program readiness, rollout, and widespread usage to achieve share-of-wallet success.
  • Establish a formal deal governance framework that defines which deal types and conditions require senior management oversight, and specifies approval paths for non-standard exceptions.
  • Drive high adoption rates and effective use of the content library to enable knowledge to scale efficiently across front-line teams worldwide.
  • Implement a structured deal review process to provide visibility, coach sales teams on complex deal structuring and negotiation, and continuously improve win rates, average deal size, and profitability.

Requirements

  • 5–10+ years of experience in sales enablement, commercial performance, proposal management, or a related field, with a proven track record in a leadership or management role.
  • Experience in a B2B SaaS, platform, or marketplace company with >$100M recurring revenue, with strong focus on new logo acquisition and demonstrated expertise in driving wallet share and profitability-enhancing initiatives.
  • Proven ability to build sub-functions from scratch: define operating models, resource requirements, ways of working, and coaching frameworks to deliver performance while establishing foundational processes.
  • Excellent people management and interpersonal skills, with the ability to communicate, motivate, and influence diplomatically across all organizational levels and geographies.
  • Ability to translate business objectives into actionable enablement and bid strategies, balancing short-term needs with long-term goals in a fast-paced technology environment.
  • Deep expertise in CRM systems (especially Salesforce) and other sales enablement technologies (e.g., Seismic), with demonstrated aptitude for navigating complex B2B tech stacks.
  • Strong capability to manage multiple complex initiatives simultaneously, prioritize tasks, and meet tight deadlines often associated with high-value bid submissions and project deployments.
  • Bachelor’s degree in business, marketing, or a technical field required; advanced degree (e.g., Master’s, MBA) preferred.
Benefits
  • Equity: All Malters are eligible for stock options.
  • Lunch vouchers (legal benefit): €9/day loaded onto your Swile card.
  • Transportation (legal benefit): 50% reimbursement for commuting costs (any mode of transport).
  • Healthcare insurance (legal benefit).
  • RTT: From 8 to 12 days off per year.
  • Sports: Company contribution to a Gymlib (Wellpass) membership.
  • Malt sabbatical: Every three years, all Malters are entitled to a one-month fully paid sabbatical.
  • Free books: Request books on topics relevant to Malt’s business and we’ll order them—no approvals required.
  • Remote work: Hybrid policy balancing on-site and home office.
  • Team building events organized annually.

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard skills
sales enablementproposal managementcommercial performancedeal structuringnegotiationchange managementoperating modelsperformance coachingbusiness strategyB2B SaaS
Soft skills
people managementinterpersonal skillscommunicationmotivationinfluenceprioritizationtime managementcollaborationleadershipadaptability
Certifications
Bachelor’s degreeMaster’s degreeMBA