Head of Enterprise Account Management

About the role

Malt is looking for a dynamic leader to head its Enterprise Account Management team in France. You will shape the long‑term strategy, structure, and performance of the Key Account Management (KAM) and Account Management (AM) functions, driving sustainable growth across our most strategic accounts.

Key responsibilities

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

Required profile

• Higher education in Business, Management or a related commercial field.
• Minimum 8 + years of enterprise sales leadership experience with a proven track record of managing high‑performing account teams.
• Native‑level French and professional‑level English.
• Strong command of CRM tools and sales methodologies such as MEDDIC.
• Expertise in sales forecasting and P&L management for data‑driven reporting.

Required skills

• CRM tools
• MEDDIC sales methodology
• Sales forecasting
• P&L management