Strategic Account Executive

About this role

About the Team

The Strategic Accounts Team is a critical component of our go-to-market strategy.The team’s mission is to make Miro https://www.linkedin.com/company/mirohq/ the nerve center for innovation within the world’s largest companies. We help them transform key workflows and processes, integrate Miro https://www.linkedin.com/company/mirohq/ with other mission critical SaaS platforms, and realize significant customer value.

About the Role

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.

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. 

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.

What you’ll do

- Drive Revenue Growth: Close high-value deals with strong business cases and measurable customer outcomes

- Pipeline Generation: Dedicate 8-10 hours weekly to outbound prospecting across both new logos and expansion accounts

- Executive Engagement: Build relationships with VP+ decision-makers while creating Director+ champions to drive deals forward

- Sales & Qualification Methodology Execution: Leverage MEDDPICC and Command of the Message to qualify and advance opportunities

- Customer-Centric Selling: Develop a tailored value hypothesis for each of your accounts and develop tailored solutions that help the customer realize this value 

- Cross-Functional Collaboration: Work closely with Customer Success, Solutions Engineering, Value Advisory, Professional Services, Field Marketing, and Sales Development to orchestrate winning account strategies

- Adaptability & Grit: Demonstrate resilience, humility, and openness to change in a fast-paced, evolving environment

What you’ll need

- 6 years of closing experience in a SaaS sales organization

- 2+ years of experience closing seven-figure B2B deals

- Experience working in a territory of 3-10 Named Accounts

- Prior experience in both New Logo Acquisition and Expansion Account Executive roles

- A disciplined approach to outbound prospecting and pipeline generation

- Expert level proficiency in a specific sales and qualification methodology - Command of the Message and MEDDPICC preferred

- Proven success selling into Senior IT and/or Product personas

- Expertise in team, multi-product, and solution selling

- Track record of promotions and longevity in previous roles

- Willingness to travel up to ~25%

- Strong Growth Mindset - we place a high value on coachability and receptivity to feedback

- 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

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.

What's in it for you

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 & 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 Global Miro benefits board. https://miro.com/app/board/uXjVG8Fi8Yc=/?moveToWidget=3458764661021134968&cot=10

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