Expression of Interest: SMB & Commercial Account Executive

Miro•Austin, TX

2d•Remote

About The Position

This Expression of Interest pipeline is focused on future opportunities for SMB & Commercial Account Executives. Miro's SMB and Commercial teams are central to the company's new business generation. SMB AEs engage with small and scaling businesses (1-500 employees) in a fast-paced, high-volume setting where momentum is key. Commercial AEs work with mid-market companies (500-3,000 employees), which have a more formal evaluation process but are agile enough for a champion to drive deals quickly. These teams cover the spectrum from high-velocity transactional sales to complex, multi-stakeholder deals. This is an ideal place for a strong SMB closer looking to advance or a mid-market seller who excels in both volume and strategy.

Requirements

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 — treat lost deals as learning opportunities and apply feedback quickly.
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.

Responsibilities

Own the full sales cycle, from prospecting and discovery through to demo, negotiation, and close, managing high-volume for SMB and a blend of volume and depth for Commercial.
Drive net-new logo acquisition by developing and executing a territory strategy to land new accounts, managing all stages from outbound prospecting to signed contract.
Generate and maintain pipeline by balancing inbound leads and outbound prospecting, ensuring a healthy, well-forecasted pipeline.
Run value-first discovery using MEDDPICC and Command of the Message to identify pain points, connect Miro's platform to business outcomes, and build a case for change.
Execute a hybrid motion by pursuing net-new logos while identifying expansion opportunities within existing accounts, understanding when to go wide and when to go deep.
Engage decision-makers at the appropriate level, working directly with founders and leads for SMB, and adapting style from LOB champion to VP/C-suite for Commercial.
Build relationships with economic buyers and communicate Miro's value in terms of business outcomes.
Forecast with accuracy by maintaining CRM hygiene in Salesforce, managing pipeline with discipline, and committing to reliable numbers.
Collaborate across the POD with Renewals, Customer Success, Marketing, and for Commercial, Solution Engineering and Value Advisory, to ensure a cohesive customer experience.