Expression of Interest: SMB & Commercial Account Executive

Навыки

• After Effects
• Agile
• B2B-продажи
• CRM-системы
• Customer Success
• Salesforce

О компании и продукте

• Our SMB and Commercial teams sit at the core of Miro's new business engine. SMB AEs work with small and scaling businesses — companies between 1 and 500 employees — in a fast-paced, high-volume environment where momentum matters. Commercial AEs work with mid-market companies from 500 to 3,000 employees — large enough to demand a real evaluation process, agile enough that the right champion can move a deal in weeks.
• Together, these teams represent the full spectrum from high-velocity transactional selling to increasingly rigorous, multi-stakeholder deals. If you're a strong SMB closer looking to level up, or a mid-market seller who thrives on volume and strategy in equal measure, this is where you belong.
• Both roles own the full sales cycle — from first conversation to closed deal — across a mix of inbound leads, outbound prospecting, and existing account expansion. The core motion is the same: generate pipeline, run disciplined discovery, connect Miro's platform to business outcomes, and close. The segment and deal complexity differ, but the fundamentals are shared.
• SMB AEs manage a high-volume book of 1–500 EE prospects with fast cycles and direct decision-makers. Commercial AEs balance a similar volume with deeper, multi-stakeholder deals requiring formal business cases and director-to-C-suite engagement.

Задачи

• Own the full sales cycle
• Prospecting and discovery through to demo, negotiation, and close across your territory — high-volume for SMB, a blend of volume and depth for Commercial
• Drive net-new logo acquisition
• Develop and execute a territory strategy to land new accounts in your segment, owning every stage from outbound prospecting to signed contract
• Generate and maintain pipeline
• Strike the right balance between managing inbound leads and generating outbound pipeline. Keep a healthy, well-forecasted pipeline at all times
• Run value-first discovery
• Execute a hybrid motion
• Pursue net-new logos while identifying expansion signals within existing accounts. Understand when to go wide and when to go deep
• Engage decision-makers at the right level
• SMB: Work directly with founders, ops leads, and team managers to identify pain and close quickly
• Commercial: Adapt your style from LOB champion to VP/C-suite in the same deal cycle
• Build relationships with economic buyers and communicate Miro's value in terms of business outcomes
• Forecast with accuracy
• Maintain CRM hygiene in Salesforce, manage your pipeline with discipline, and commit to numbers you can stand behind
• Collaborate across your POD
• Work in lockstep with Renewals, Customer Success, Marketing, and — for Commercial — Solution Engineering and Value Advisory, to ensure a joined-up customer experience at every stage

Требования

• For both SMB and Commercial AE
• Working knowledge of MEDDPICC and Command of the Message, applied consistently with a drive to sharpen both
• A high-velocity mindset — comfortable running many deals simultaneously with the discipline to prioritise and focus
• Strong prioritisation and adaptability — able to balance inbound demand, outbound prospecting, and expansion opportunities effectively
• Resilience and coachability — you treat lost deals as learning and apply feedback fast
• Proficiency with Salesforce for pipeline management, plus Outreach (or similar) and Gong
• AI fluency and curiosity — comfortable leveraging AI tools to improve prospect research, outreach preparation, account planning, and productivity
• For SMB AE
• 1–4 years in a SaaS or B2B tech sales environment, including at least some full-cycle closing experience or a strong SDR background
• For Commercial AE
• 2–5 years of full-cycle B2B SaaS closing experience, with 1–2 years focused on mid-market (500–3,000 EE)
• Confident MEDDPICC practitioner — applied habitually, not just when deals get complicated
• Proven ability to manage high deal volume while going deeper on strategic opportunities simultaneously, ideally in a multi-product sales environment
• Strong executive communication — adapts style from LOB champion to VP/C-suite in the same deal cycle

Условия

• 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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