Expression of Interest: SMB & Commercial Account Executive

Miro•Austin, TX

4d•Remote

About The Position

This Expression of Interest pipeline is focused on future opportunities for SMB & Commercial Account Executives. Miro is seeking talented individuals to join their talent community for these roles. The recruiting team regularly reviews profiles and will reach out for an introductory conversation if there's a potential future match. A formal interview process will only begin when a role is officially open and approved. The SMB and Commercial teams are central to Miro's new business generation. SMB AEs work with small to scaling businesses (1-500 employees) in a high-volume, fast-paced environment. Commercial AEs work with mid-market companies (500-3,000 employees) in a process that requires evaluation but remains agile. These teams cover the spectrum from high-velocity transactional selling to complex, multi-stakeholder deals. This is an opportunity for strong SMB closers to advance their careers or for mid-market sellers who excel in both volume and strategy.

Requirements

Working knowledge of MEDDPICC and Command of the Message, with a drive to improve these skills.
A high-velocity mindset, comfortable managing multiple deals simultaneously with strong prioritization and focus.
Strong prioritization and adaptability to effectively balance inbound leads, outbound prospecting, and expansion opportunities.
Resilience and coachability, treating lost deals as learning opportunities and applying feedback quickly.
Proficiency with Salesforce for pipeline management, and experience with Outreach (or similar) and Gong.
AI fluency and curiosity, comfortable using AI tools for prospect research, outreach preparation, account planning, and productivity.
For SMB AE: 1-4 years in SaaS or B2B tech sales, including 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.
Proven ability to manage high deal volume while pursuing strategic opportunities, ideally in a multi-product sales environment.
Strong executive communication skills, adapting style for different levels of stakeholders.

Responsibilities

Own the full sales cycle, including prospecting, discovery, demo, negotiation, and closing for both high-volume SMB and blended volume/depth Commercial territories.
Drive net-new logo acquisition by developing and executing territory strategies, from outbound prospecting to signed contracts.
Generate and maintain pipeline by balancing inbound leads and outbound prospecting, ensuring a healthy and well-forecasted pipeline.
Run value-first discovery using MEDDPICC and Command of the Message to identify pain points, align Miro's platform with business outcomes, and build a case for change.
Execute a hybrid motion, pursuing new logos while identifying expansion opportunities within existing accounts.
Engage decision-makers at the appropriate level, working directly with founders and leads for SMB, and adapting style from LOB champions to VP/C-suite for Commercial.
Forecast accurately by maintaining CRM hygiene in Salesforce, managing pipeline discipline, and committing to reliable numbers.
Collaborate across teams, including Renewals, Customer Success, Marketing, and for Commercial, Solution Engineering and Value Advisory, to ensure a cohesive customer experience.