Strategic Account Executive – Enterprise
Malt
full-time
Posted on:
Location Type: Hybrid
Location: Amsterdam • Netherlands
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About the role
- Map global enterprise accounts to identify multi-stakeholder entry points across Procurement, HR, and Business Units.
- Design and execute prospecting strategies adapted to massive corporate structures and specific enterprise use cases.
- Lead in-depth, multi-stakeholder discovery using the full MEDDIC framework to validate pain, identify the Economic Buyer, and map the decision process.
- Define and coordinate pilot phases to prove value, validate process readiness, and build the "appetite" for full-scale deployment.
- Lead RFI/RFP processes end-to-end, partnering with Bid Management and technical experts to deliver winning proposals.
- Manage heavy-weight MSA negotiations involving Procurement, Legal, and Finance across multiple countries and business units.
- Prepare deployment plans that ensure a successful post-MSA kick-off, transitioning the account smoothly to local Account Management teams.
- Maintain a rigorous, advanced forecast with MEDDIC excellence within the CRM.
Requirements
- Full professional fluency in both Dutch and English is mandatory.
- Proven track record of closing high-value, multi-stakeholder MSAs.
- Mastery of the MEDDIC sales methodology, you apply it with rigor and can coach others on its nuances.
- Strong experience navigating Procurement-heavy environments and managing strategic concessions to close scalable deals.
- Willingness to travel extensively for client meetings and events; ability to move within the EU every two weeks.
- Ability to deliver ROI-driven narratives that challenge customer assumptions and meet C-level expectations.
Benefits
- Equity: Every Malter is entitled to stock options
- Transportation: 0,23 €/km traveled to the office (for 214 working days/year)
- Pension plan: Malt contributes up to 5% to your pension
- Paid holidays: 25 days of vacation per year
- Malt sabbatical: After three years, every Malter is entitled to a one month 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 working policy
- Annual team building events
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills & Tools
MEDDIC sales methodologyRFI processRFP processMSA negotiationsCRM managementprospecting strategiespilot phase coordinationmulti-stakeholder discoveryvalue validationeconomic buyer identification
Soft Skills
fluency in Dutchfluency in Englishcoachingnegotiationstrategic thinkingcommunicationrelationship managementadaptabilityproblem-solvingpresentation skills