Strategic Account Executive

<h4><strong>About the Team</strong></h4> <p>The Strategic Accounts Team is a critical component of our go-to-market strategy.The team’s mission is to make <a href="https://www.linkedin.com/company/mirohq/">Miro</a> the nerve center for innovation within the world’s largest companies. We help them transform key workflows and processes, integrate<a href="https://www.linkedin.com/company/mirohq/"> Miro</a> with other mission critical SaaS platforms, and realize significant customer value.</p> <h4><strong>About the Role</strong></h4> <p>As a Strategic Account Executive, you will be responsible for expanding Miro's engagement and relationships with our largest customers and prospects. You will drive revenue growth by securing new logo wins and expanding our footprint with existing customers i.e., seat expansion and multi-product adoption.</p> <p>Key responsibilities of the role will include developing a clear value hypothesis for every customer in your territory, deliberate focus on pipeline generation via outbound prospecting, building Champions, and clearly communicating the value and business impact of Miro to executive level stakeholders.&nbsp;</p> <p>To be successful in this role, you'll need experience with complex B2B buying cycles, an understanding of key B2B sales and qualification methodologies i.e., Command of the Message and MEDDPICC, and a growth mindset.</p> <h4><strong>What you’ll do</strong></h4> <ul> <li>Drive Revenue Growth: Close high-value deals with strong business cases and measurable customer outcomes</li> <li>Pipeline Generation: Dedicate 8-10 hours weekly to outbound prospecting across both new logos and expansion accounts</li> <li>Executive Engagement: Build relationships with VP+ decision-makers while creating Director+ champions to drive deals forward</li> <li>Sales &amp; Qualification Methodology Execution: Leverage MEDDPICC and Command of the Message to qualify and advance opportunities</li> <li>Customer-Centric Selling: Develop a tailored value hypothesis for each of your accounts and develop tailored solutions that help the customer realize this value&nbsp;</li> <li>Cross-Functional Collaboration: Work closely with Customer Success, Solutions Engineering, Value Advisory, Professional Services, Field Marketing, and Sales Development to orchestrate winning account strategies</li> <li>Adaptability &amp; Grit: Demonstrate resilience, humility, and openness to change in a fast-paced, evolving environment</li> </ul> <h4><strong>What you’ll need</strong></h4> <ul> <li>6 years of closing experience in a SaaS sales organization</li> <li>2+ years of experience closing seven-figure B2B deals</li> <li>Experience working in a territory of 3-10 Named Accounts</li> <li>Prior experience in both New Logo Acquisition and Expansion Account Executive roles</li> <li>A disciplined approach to outbound prospecting and pipeline generation</li> <li>Expert level proficiency in a specific sales and qualification methodology - Command of the Message and MEDDPICC preferred</li> <li>Proven success selling into Senior IT and/or Product personas</li> <li>Expertise in team, multi-product, and solution selling</li> <li>Track record of promotions and longevity in previous roles</li> <li>Willingness to travel up to ~25%</li> <li>Strong Growth Mindset - we place a high value on coachability and receptivity to feedback</li> <li>If you are a strategic, customer-focused, and results-driven sales professional who thrives in a high-growth environment, we want to hear from you</li> </ul> <p><em>The reasonably estimated salary range is specific to New York / San Francisco / Los Angeles and may not be applicable to other locations. The range for this role is around $335k OTE. Final compensation and total package components will be based on individual factors such as the candidate's skills, qualifications, and experience.</em></p> <h4><strong>What's in it for you</strong></h4> <p>We want you to feel supported, connected, and ready to grow. Our global benefits package generally includes equity, a wellbeing benefit, a WFH equipment allowance, and an annual Learning &amp; Development stipend. Join a diverse team where you can do your best work. Full benefits may differ per location. If you would like to learn more about location-specific benefits, please refer to our <a href="https://miro.com/app/board/uXjVG8Fi8Yc=/?moveToWidget=3458764661021134968&amp;cot=10">Global Miro benefits board.</a></p> <p style="color: #f9f6f0;">#LI-RS1</p><div class="content-pay-transparency"><div class="pay-input"><div class="description"><p><em data-stringify-type="italic">The reasonably estimated salary range is specific to San Francisco and may not be applicable to other locations. Final compensation and total package components will be based on individual factors such as the candidate's skills, qualifications, and experience. The range for this role is:</em></p></div><div class="title">San Francisco salary range</div><div class="pay-range"><span>$335,000</span><span class="divider">&mdash;</span><span>$335,000 USD</span></div></div><div class="pay-input"><div class="description"><p><em data-stringify-type="italic">The reasonably estimated salary range is specific to New York and may not be applicable to other locations. Final compensation and total package components will be based on individual factors such as the candidate's skills, qualifications, and experience. The range for this role is:</em></p></div><div class="title">New York salary range</div><div class="pay-range"><span>$335,000</span><span class="divider">&mdash;</span><span>$335,000 USD</span></div></div></div><div class="content-conclusion"><h4><strong>About Miro</strong></h4> <p class="p1">Miro is a visual workspace for innovation that enables distributed teams of any size to build the next big thing. The platform's infinite canvas enables teams to lead engaging workshops and meetings, design products, brainstorm ideas, and more. Miro, co-headquartered in San Francisco and Amsterdam, serves more than 100M users and 250,000 companies collaborate in the Innovation Workspace. Miro was founded in 2011 and currently has more than 1,600 employees in 13 hubs around the world.</p> <p class="p1">We are a team of dreamers. We look for individuals who dream big, work hard, and above all stay humble. Collaboration is at the heart of what we do and through our work together we hope to create a supportive, welcoming, and innovative environment. We strive to play as a team to win the world and create a better version of ourselves every day. If this sounds like something that excites you, we want to hear from you!</p> <p>Check out more about life at Miro:&nbsp;</p> <ul class="p-rich_text_list p-rich_text_list__bullet" data-stringify-type="unordered-list" data-indent="0" data-border="0"> <li data-stringify-indent="0" data-stringify-border="0">Youtube:&nbsp;<a class="c-link" href="https://www.youtube.com/@lifeatmiro" target="_blank" data-stringify-link="https://www.youtube.com/@lifeatmiro" data-sk="tooltip_parent">https://www.youtube.com/@lifeatmiro</a></li> <li data-stringify-indent="0" data-stringify-border="0">Blog:&nbsp;<a class="c-link" href="https://miro.com/careers/life-at-miro/all/" target="_blank" data-stringify-link="https://miro.com/careers/life-at-miro/all/" data-sk="tooltip_parent">https://miro.com/careers/life-at-miro/all/</a></li> <li data-stringify-indent="0" data-stringify-border="0">Instagram: <a href="https://www.instagram.com/mirohq/">https://www.instagram.com/mirohq/</a></li> </ul> <hr> <p><span style="font-weight: 400;">At Miro, we strive to create and foster an environment of belonging and collaboration across cultural differences.&nbsp;</span><span style="font-weight: 400;">Miro’s mission — </span><em><span style="font-weight: 400;">Empower teams to create the next big thing</span></em><span style="font-weight: 400;"> — is how we think about our product, people, and culture. </span><span style="font-weight: 400;">We believe that creating big things requires diverse and inclusive teams. </span><em><span style="font-weight: 400;">Diversity</span></em><span style="font-weight: 400;"> invites all talent with different demography, identities and styles </span><em><span style="font-weight: 400;">to step in</span></em><span style="font-weight: 400;">, and </span><em><span style="font-weight: 400;">inclusion</span></em><span style="font-weight: 400;"> invites them to step </span><em><span style="font-weight: 400;">closer together. </span></em><span style="font-weight: 400;">Every day, we are working to build a more diverse Miro, cultivate a sense of belonging for future and current Mironeers around the world, and foster an environment where everyone can collaborate and embrace differences.</span></p> <p><span style="font-weight: 400;"><strong data-stringify-type="bold"><strong>Miro handles and uses personal data of job applicants in line with its <a href="https://miro.com/legal/recruitment-privacy-policy/" target="_blank">Recruitment Privacy Policy</a> found <a href="https://miro.com/legal/recruitment-privacy-policy/" target="_blank">here</a>.&nbsp;</strong></strong></span></p></div>