Malt

Key Account Manager – Enterprise

Malt

full-time

Posted on:

Location Type: Hybrid

Location: London • United Kingdom

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About the role

  • Own the national contract and lead all MSA renewal processes to secure long-term stability.
  • Map complex organizational structures, activate new Business Units (BUs), and influence stakeholders to open new lines of business.
  • Run structured internal prospection to identify and activate new teams, departments, and geographies within your assigned accounts.
  • Prepare and lead high-impact Quarterly Business Reviews (QBRs) and maintain relationships with Economic Buyers and C-level stakeholders.
  • Drive both "Expansion" (new geographies/departments) and "Extension" (growing scope within active teams) to maximize revenue.
  • Maintain a high-quality pipeline and forecast accuracy using MEDDIC discipline and impeccable CRM hygiene.
  • Act as the internal conductor, aligning AMs, ClientOps, Product, and Customer Admin to remove blockers and accelerate account development.
  • Provide critical field insights for RFPs, case studies, and strategic preparation to the Head of Enterprise.

Requirements

  • Proven track record in Strategic Account Management or Enterprise Sales, specifically managing decentralized portfolios of 2–10 major accounts.
  • Ability to transform a framework agreement into a detailed, long-term strategic plan aligned with client business objectives.
  • Deep understanding of contract profitability and the ability to articulate ROI and value delivered at every stage.
  • A proactive mindset for "farming" within accounts, you enjoy hunting for new opportunities within an existing client base.
  • Exceptional skills in delivering strategic, ROI-focused presentations to C-level executives.
  • Strong discipline in MEDDIC fundamentals and data-driven CRM management.
  • Ability to structure deployments into clear projects with precise milestones and deadlines.
  • Full professional proficiency in English.
  • Willingness to travel regularly within your home country (at least once a month if not co-located with your clients).
Benefits
  • Annual leave: 30 days/year
  • Sabbatical: 1 month paid sabbatical once you've been with Malt for 3 years
  • Bonus scheme: For certain positions such as sales, there will be an opportunity to earn a bonus based on your performance!
  • Stock options: Every Malter is entitled to stock options
  • Free books: If you’re interested in learning more about any topic relevant to your career, 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 remote policy
  • Private health insurance: Rewarded for healthy living by our UK provider Vitality
  • Cycle to work scheme: Save on a bike and equipment
  • Season ticket loan: Save on public transport
  • Pension: Malt contributes 5% through Aviva
  • Dog friendly office: In the heart of London!

Applicant Tracking System Keywords

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

Hard skills
Strategic Account ManagementEnterprise SalesContract ProfitabilityROI ArticulationMEDDIC DisciplineCRM ManagementProject StructuringQuarterly Business ReviewsField Insights for RFPsBusiness Unit Activation
Soft skills
Proactive MindsetInfluencing StakeholdersRelationship ManagementPresentation SkillsOrganizational AlignmentAccount DevelopmentCommunication with C-level ExecutivesIdentifying OpportunitiesHigh-Impact DeliveryStrategic Planning