Director of Commercial Enablement

 Discover our galaxy Join the Future of Work Malt is Europe's leading freelance marketplace, connecting over 900,000 talented freelancers with 90,000+ companies. Founded in 2013, we're transforming how work gets done through our tech-powered, human-centered platform. What makes us different: - A diverse team of 600 Malters across 6 European countries - A culture that champions equality (50% of our Comex are women) and inclusive growth - Backed by top investors including ISAI, Serena Capital, Eurazeo Growth, Goldman Sachs, and BPI - A mission to give everyone the freedom to work differently Ready to help shape the future of work? Your next chapter starts here At Malt we believe that Ambition is the Way, so all lists of missions and responsibilities are non-exhaustive. Explore your future career  As the Director of Commercial Enablement, you will be responsible for creating the commercial engine that maximizes win rates, optimizes profitability, and ensures our commitments are deliverable, focusing on both new customer acquisition and share-of-wallet growth within existing clients.   Key responsibilities      I. Deal Governance and Optimization - Establish a formal deal governance framework defining which deal typologies and conditions require senior management oversight, and the approval paths for non-standard exceptions. - Implement a structured deal review process to provide visibility, coach sales teams in complex deal structuring and negotiation, and continuously improve success rates, average deal sizes, and profitability. - Balance commercial success with risk management and deliverability by assessing deals against operational, legal, and financial guardrails. II. Bid and Proposal Management - Structure and oversee the bid development team, engagement model, and mechanics for capturing high-value contracts and RFPs globally. - Develop winning bid strategies by coordinating inputs from various teams to ensure proposals are compelling, compliant, and commercially sound within the context of complex B2B deals. - Implement bid scoring to prioritize deals with the highest potential value, win likelihood, and strategic alignment, ensuring resources are allocated effectively. - Oversee the creation, curation, and maintenance of an RFP/bid content library (current GTM, rules of pursuit, solution capabilities, guardrails, standardized legal/security/data privacy descriptions). - Drive high adoption rates and effective use of the content library, enabling knowledge to scale effectively across front-line teams worldwide. III. Client Deployment and Change Management Strategy - Create a deployment playbook involving pre- and post-sale actions and strategies to drive scalable, accelerated deployment of Malt's solution within new and existing clients. - Develop execution plans equipping both Malt commercial teams and internal client teams with proven practices that drive widespread program rollout, adoption, and usage cost-effectively. - Lead the Client Change Management Team, serving as a commercial and client business partner, guiding clients through program readiness, rollout, and broad-based usage to achieve share of wallet success. About you 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 working within a >$100MM recurring revenue B2B SaaS, platform or marketplace company, with a strong focus on new logo acquisition and expertise in driving share of wallet and profitability enhancement actions.Proven ability to build sub-functions from scratch, defining operating models, resource needs, ways of working, and coaching to performance while simultaneously laying the foundation.Excellent 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.Expertise in CRM systems (especially Salesforce) and other sales enablement technologies (e.g., Seismic), and demonstrated aptitude for navigating complex B2B tech stacks.Strong ability to manage multiple complex initiatives simultaneously, prioritize tasks, and meet tight deadlines, often associated with high-value bid submissions and project deployment.A bachelor's degree in business, marketing or a technical field is required, with an advanced degree (e.g., Masters, MBA) preferred. Malt is the perfect space to thrive personally and professionally - Onboarding: Before easing into your new role, you'll spend your first week learning about our culture, products, and services with other new joiners at our office in Paris - 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 Ready? Get your ticket to Malt   At Malt, we are committed to fostering an inclusive and diverse workplace. We recruit based on skills, experience, and potential, without any form of discrimination related to age, gender, sexual orientation, ethnicity, religion, or disability. Our mission is to create a work environment where everyone feels valued, respected, and safe to thrive. Your profile may be subject to background screening. For more information see our candidate privacy policy.