Job description
About the Team
The Key Accounts Team is a critical component of our go-to-market strategy and presents an outstanding opportunity to work on strategic sales cycles with our largest customers across a broad range of industries.
About the Role
As a Key Account Executive, you will be responsible for expanding Miro’s engagement and relationships with our largest customers. You will drive revenue growth via an up and cross sell motion 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
- 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
What you’ll need
- 6+ years of closing experience with a tech/SaaS organization
- 2+ years of closing strategic level deals. Bonus points for experience with 7-figure 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
What’s in it for you
- 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
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 $320k. Final compensation and total package components will be based on individual factors such as the candidate’s skills, qualifications, and experience.
About Miro
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 60M users worldwide, including 99% of the Fortune 100. Miro was founded in 2011 and currently has more than 1,800 employees in 12 hubs around the world.
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!
Check out more about life at Miro:
- Youtube: https://www.youtube.com/@lifeatmiro
- Blog: https://miro.com/careers/life-at-miro/all/
- Instagram: https://www.instagram.com/mirohq/
At Miro, we strive to create and foster an environment of belonging and collaboration across cultural differences. Miro’s mission — Empower teams to create the next big thing — is how we think about our product, people, and culture. We believe that creating big things requires diverse and inclusive teams. Diversity invites all talent with different demography, identities and styles to step in, and inclusion invites them to step closer together. 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.
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