Strategic Key Accounts Account Executive, Miro
Visual workspace for innovation
Job no longer available
Visual workspace for innovation
1001+ employees
Job no longer available
1001+ employees
Company mission
To empower teams to create the next big thing, powered by AI at every step of the way.
Role
Who you are
- 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
- 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
- Command of Message and MEDDPICC experience with a solid level of comfortability to hit the ground running
- 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 the job involves
- 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
- 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
- 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 30-50%
- 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
Application process
- 01. Recruiter Screen: A 30-min interview to discuss your relevant skills, perspective on resilience, experience, and what motivates you to join Miro.
- 02. Hiring Manager: The hiring manager will meet to discuss your experience and fit for the role by assessing whether you align with the Miro Mindset (Curiosity, Drive, Resilience, Empathy, Cognitive Agility & Accountability). This interview usually takes 90-120 minutes.
- 03. Skill Assesment: An interactive presentation to see your skills in action, based around a particular case study or business problem.
- 04. Meet the Team: Here you will meet cross-functional stakeholders, and we will ask evidence-based questions to evaluate how well you align with the role and Miro's values and culture.
- 05. Leadership Round: Meet a member of the leadership team to discuss Miro’s company values and share your vision for success at Miro.
Our take
Millions of employees worldwide have moved to remote working, but existing tools are holding back the potential for collaboration. Tools such as Zoom and Microsoft Teams already provide remote communication platforms to millions of users, but they generally compromise on features required to emulate the team collaboration experience.
Miro has created a platform that provides enterprise tools such as collaborative whiteboards and mind-map software into an accessible and integrated service. As opposed to providing an 'all-in-one' add on, Miro allows businesses to customize and integrate the tools and resources within their individual platform to cater to the team's specific requirements.
Miro’s initial strategy of offering free and discounted subscriptions and then moving to paid models has paid off. The platform currently has over 100M users and is trusted by enterprises such as VMware, Zendesk and Frog. And as part of its ongoing battle with Zoom, Miro acquired video-chat startup Around in 2022, to remain competitive in the market.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
15% employee growth in 12 months
Company
Funding (last 2 of 4 rounds)
Jan 2022
$400m
SERIES C
Apr 2020
$50m
SERIES B
Total funding: $476.8m
Company HQ
The East Cut, San Francisco, CA
Leadership
Andrey Khusid
(Co-Founder & CEO)Prior to Miro, they founded Vitamin Group specializing in digital technologies and multimedia projects.
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