Job description
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 the nerve center for innovation within the world’s largest companies. We help them visualize complex problems, transform key processes, and deliver products and services faster.
About the Role
As a Strategic Sales Leader, you will lead a team responsible for expanding Miro’s engagement and relationships with our largest customers and prospects.
You will help your team 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 fostering a culture of value-based selling, pipeline generation, and Champion Building.
To be successful in this role, you’ll need to be a world class coach to a team of experienced Strategic Account sellers. You will have deep and transferable expertise in key B2B sales and qualification methodologies i.e., Command of the Message and MEDDPICC, a growth mindset, and experience helping teams navigate complex sales cycles.
What you’ll do
- Team & Talent - Hire, develop, and retain top talent
- Drive Revenue Growth - Help your team develop and close six figure + deals anchored in strong business cases and measurable customer outcomes
- Foster a PG Culture: Create the conditions and provide the guidance required for the team to generate enough pipeline to meet their revenue goals
- Executive Engagement: Build relationships with VP+ decision-makers across your customer base
- Sales & Qualification Methodology Execution: Leverage MEDDPICC and Command of the Message to help your team qualify and advance opportunities
- Own & Forecast your Business: Conduct weekly forecast meetings and manage a clean pipeline via a deep knowledge of our sales process, MEDDPICC, and Command of the Message
- Customer-Centric Selling: Help your team develop a tailored value hypothesis for their accounts and 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 GTM strategies
- Adaptability & Grit: Demonstrate resilience, humility, and openness to change in a fast-paced, evolving environment
What you’ll need
- 10+ years of closing experience with a tech/SaaS organization
- 5+ years of leadership experience at high-growth B2B SaaS companies, with at least 3 years experience in an Enterprise or Strategic Accounts segment
- Experience leading teams working 7 figure deals within Large Enterprise accounts (10,000+ employees)
- Expert level proficiency in a specific sales and qualification methodology - Command of the Message and MEDDPICC preferred
- Experience leading teams that partner with a variety of GTM cross functional stakeholders e.g, Sales Engineering, Customer Success, Sales Development, Value Engineering, Professional Services, Technical Account Management, Channel Partners etc
- Prior experience leading both New Logo Acquisition and Expansion Account Executive roles
- Experience with multi product and solution selling
- Solid understanding of Enterprise SaaS applications and collaboration technology
- Excellent ability to identify and resolve problems in the sales process
- 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
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 and may not be applicable to other locations. The range for this role is $312.000 to $390.000. 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 90M users worldwide, including 99% of the Fortune 100. Miro was founded in 2011 and currently has more than 1,600 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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