About the role

Own bid strategy, deal governance, and deployment playbooks to accelerate wins in complex B2B deals. Lead client change management and enablement to drive adoption, wallet share and profitability.

Responsibilities

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.

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.

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.