Strategic Account Executive

Summary

Join Miro's Key Accounts Team as a Key Account Executive and expand engagement with our largest customers. Drive revenue growth through upselling and cross-selling, focusing on seat expansion and multi-product adoption. Develop value hypotheses for each customer, generate pipeline through outbound prospecting, build executive-level champions, and communicate Miro's value. Success requires B2B sales experience, understanding of sales methodologies (MEDDPICC), and a growth mindset. This role involves significant customer interaction, pipeline management, and collaboration with cross-functional teams. Travel is expected up to 25%. The position offers a competitive compensation package and various benefits.

Requirements

• 6+ years of closing experience with a tech/SaaS organization
• 2+ years of closing strategic level deals
• Strong prospecting, territory & account planning, and team-selling experience
• Proven track record of exceeding sales quotas
• Hit-the-ground-running Command of Message and MEDDPICC experience
• Experience with building champions and executive sponsors
• Experience in a fast-paced, dynamic environment
• Excellent verbal and written communication skills
• You have the ability to grow rapport and relationships with potential clients
• You have a positive outlook that can maneuver through ambiguity and the ability to work and collaborative with a growing team
• You are curious: always looking for an opportunity to learn, grow and give/receive feedback

Responsibilities

• Grow revenue from Miro's largest and most strategic customers
• Source pipeline via a deliberate focus on outbound prospecting into senior executives within the Engineering, Product, & Design functions
• Build a deep understanding of your customer's strategic objectives and use this knowledge to develop compelling value hypotheses
• Identify, build, and test Executive level Champions across your territory
• Drive pipeline velocity and maintain forecasting hygiene via a clear understanding of MEDDPICC and the Miro sales process
• Travel expectations up to 25%
• Build account & territory plans to help define appropriate expansion strategies
• Reach out to new & current line of business (LOBs) leaders, and combine the interests of multiple client stakeholders to expand use cases and drive more revenue
• Qualify opportunities and understand “Why Buy Anything, Why Buy Now, and Why Miro”
• Work with cross functional teammates in Customer Success, Product, Sales Engineering, Marketing, and more
• Use a variety of methods (Email, phone, social media) to engage prospects, users and decision makers
• Achieve monthly/quarterly quotas of pipeline and closed business

Preferred Qualifications

Bonus points for experience with 7-figure deals!

Benefits

• 401k matching + Competitive equity package
• Excellent Medical, Dental and Vision health benefits
• Fertility & Family Forming Benefits
• Flexible time off
• Lunch, snacks and drinks provided in the office
• Wellbeing benefit and WFH equipment allowance
• Annual learning and development allowance to grow your skills and career
• Up to $2,000 of charitable donation matches each year