Strategic Sales Director, Miro
$312-390k
+ Competitive equity
More information about location
Visual workspace for innovation
Job no longer available
Visual workspace for innovation
1001+ employees
Job no longer available
$312-390k
+ Competitive equity
More information about location
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
- 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
- Strong Growth Mindset - we place a high value on coachability and receptivity to feedback
What the job involves
- 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
- 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
- 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
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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