Malt
7 Key Account Managers hired in 2.5 months for Malt, in a market where the best profiles were already employed by competitors.
The client
Malt is Europe's largest freelance marketplace. To strengthen its enterprise sales team, Malt needed to quickly hire several Key Account Managers (KAMs) in a market where most of the relevant profiles were already employed by direct competitors.
The challenge
Hiring experienced KAMs in a tight market where the best profiles aren't actively job-hunting: they had to be identified while employed, convinced to consider a move despite stable positions, then taken through a demanding interview process, all without extending the mission's timeline.
Our approach
Very high-volume sourcing
Over 100 profiles sourced every week, with a tight filter across hundreds of applications to isolate KAMs employed by Malt's direct competitors.
An interview funnel tracked stage by stage
Every stage of the process, from R1 to R4, was tracked with its own conversion rate, to adjust sourcing continuously rather than waiting until the end of the mission.
Selectivity that tightens as the process advances
75% conversion between R1 and R2, 40% between R2 and R3, then 70% between R3 and R4: the real filter played out in the middle stages, where genuine sales fit shows.
A short but intensive mission
In 2.5 months, the intensity of sourcing and candidate follow-up delivered all 7 hires without extending the mission.
The result
7 Key Account Managers hired in 2.5 months, in a market where the best profiles were already employed elsewhere. High-volume sourcing, combined with a rigorous, continuously tracked interview funnel, kept the timeline without sacrificing sales fit.
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