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About the role
Key responsibilities & impact- Lead and scale a high-performing team of Key Account Managers, providing active coaching to help them win complex Public Sector deals and exceed growth targets.
- Ensure strong account performance, contract execution, and consistent renewals while driving sustainable revenue growth.
- Embed the MEDDIC framework as a core coaching tool to help your team diagnose opportunity health, identify blockers, and unblock strategic accounts.
- Own the negotiation frameworks and governance for the Public Sector segment, ensuring deal consistency and providing direct support on high-stakes escalations.
- Utilize CRM and pipeline data to provide targeted, constructive coaching, helping the team spot market trends and "white space" within their portfolios.
- Bridge the gap between your team and cross-functional departments (Legal, Finance, Product, and Ops) to ensure every commitment is executable and sustainable.
Requirements
What you’ll need- Minimum 5 years of experience in a leadership role within a commercial environment, with a focus on sales or account management.
- Proven track record in tactical management, including overseeing human resources, task distribution, and ensuring team performance toward defined goals.
- Ability to maintain strong, tailored relationships with key contacts and stakeholders to drive long-term account success.
- Mastery of the MEDDIC sales methodology, utilizing it as a structured framework to diagnose deal health, provide feedback, and drive consistency across a team.
- Deep understanding of negotiation frameworks, with the ability to review strategic deals, manage concession rules, and support high-stakes escalations.
- Proficiency in CRM data analysis (Salesforce) to identify market trends, "white space," and high-potential accounts, while providing targeted, data-driven coaching.
- Strategic Public Sector acumen, with the ability to align account management strategies with the specificities of public procurement and Malt's global Enterprise AM goals.
- Cross-functional influencing skills to partner effectively with Legal, Finance, and Product departments, ensuring all commercial commitments are feasible and executable
- Native level in French and fluent in English
Benefits
Comp & perks- 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
ATS Keywords
✓ Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills & Tools
MEDDIC sales methodologyCRM data analysisnegotiation frameworkstactical managementaccount managementdata-driven coachingcontract executionrevenue growthmarket trend identificationstrategic deal management
Soft Skills
leadershipcoachingrelationship managementcross-functional influencingteam performance managementcommunicationproblem-solvingstrategic thinkingadaptabilitycollaboration