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Jobs · Business Development · Texas

Expression of Interest: SMB & Commercial Account Executive

Miro · Austin, TX · 1 wk ago
HybridBusiness DevelopmentFull-time

We're always excited to connect with strong talent for this team. While this Expression of Interest pipeline is focused on future opportunities, some related openings may also be live today. By applying here, you're joining our talent community for this specific team. Our recruiting team reviews these applications regularly. If your background aligns with future needs, we'll flag your profile and may reach out for an introductory conversation. We respect your time and won’t start a formal interview process until a role is officially open.

About The Team

Our SMB and Commercial teams sit at the core of Miro's new business engine. SMB AEs work with small and scaling businesses — companies between 1 and 500 employees — in a fast-paced, high-volume environment where momentum matters. Commercial AEs work with mid-market companies from 500 to 3,000 employees — large enough to demand a real evaluation process, agile enough that the right champion can move a deal in weeks. Together, these teams represent the full spectrum from high-velocity transactional selling to increasingly rigorous, multi-stakeholder deals.

About The Role

Both roles own the full sales cycle — from first conversation to closed deal — across a mix of inbound leads, outbound prospecting, and existing account expansion. The core motion is the same: generate pipeline, run disciplined discovery, connect Miro's platform to business outcomes, and close. The segment and deal complexity differ, but the fundamentals are shared.

  • SMB AEs manage a high-volume book of 1–500 employee prospects with fast cycles and direct decision-makers.
  • Commercial AEs balance a similar volume with deeper, multi-stakeholder deals requiring formal business cases and director-to-C-suite engagement.

Responsibilities

  • Own the full sales cycle: prospecting, discovery, demo, negotiation, and close across your territory.
  • Drive net-new logo acquisition by developing and executing a territory strategy.
  • Generate and maintain pipeline, balancing inbound leads and outbound prospecting.
  • Run value-first discovery using MEDDPICC and Command of the Message to uncover pain and build a case for change.
  • Execute a hybrid motion: pursue net-new logos while identifying expansion signals within existing accounts.
  • Engage decision-makers at the right level:
    • SMB: Work directly with founders, ops leads, and team managers.
    • Commercial: Adapt your style from LOB champion to VP/C-suite in the same deal cycle.
  • Forecast with accuracy, maintaining CRM hygiene in Salesforce and managing pipeline discipline.
  • Collaborate across your POD with Renewals, Customer Success, Marketing, and — for Commercial — Solution Engineering and Value Advisory.

Requirements

For both SMB and Commercial AE:

  • Working knowledge of MEDDPICC and Command of the Message, applied consistently.
  • High-velocity mindset: comfortable running many deals simultaneously with discipline.
  • Strong prioritization and adaptability to balance inbound, outbound, and expansion opportunities.
  • Resilience and coachability: treat lost deals as learning and apply feedback quickly.
  • Proficiency with Salesforce, Outreach (or similar), and Gong.
  • AI fluency and curiosity to improve prospect research, outreach, 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 employees).
  • Confident MEDDPICC practitioner, applied habitually.
  • Proven ability to manage high deal volume while going deeper on strategic opportunities, ideally in a multi-product environment.
  • Strong executive communication: adapt style from LOB champion to VP/C-suite in the same deal cycle.

Benefits

Our global benefits package generally includes equity, a wellbeing benefit, a WFH equipment allowance, and an annual Learning & Development stipend. Full benefits may differ per location.

About Miro

Miro is a visual workspace for innovation that enables distributed teams to build the next big thing. The platform's infinite canvas powers engaging workshops, product design, brainstorming, and more. Co-headquartered in San Francisco and Amsterdam, Miro serves over 100 million users and 250,000 companies. Founded in 2011, Miro has more than 1,600 employees in 13 hubs worldwide. We value collaboration, humility, and dreaming big to create a supportive and innovative environment.

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