Expression of Interest: SMB & Commercial Account Executive

• 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.
• If you're looking to make a move immediately, we encourage you to check our careers page for currently open roles that match your background.
• By applying here, you're joining our talent community for this specific team. Here is exactly how we handle these applications:
• - We look at every profile: Our recruiting team reviews these regularly. If your background aligns with the skills we know we'll need next, we'll flag your profile.
• - We start with a casual chat: If there's a potential future match, a recruiter will reach out for an introductory conversation. No intense interview loops—just a chance to connect on your career goals and what we're building.
• - We respect your time: We won't kick off a formal, multi-stage interview process until a role is officially open and approved.
• - We keep you in mind: Even if we don't reach out right away, we keep this talent pool active and turn to it first when a new headcount opens up.

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. If you're a strong SMB closer looking to level up, or a mid-market seller who thrives on volume and strategy in equal measure, this is where you belong.

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 EE 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.

What you’ll do

• - Own the full sales cycle - Prospecting and discovery through to demo, negotiation, and close across your territory — high-volume for SMB, a blend of volume and depth for Commercial.
• - Drive net-new logo acquisition - Develop and execute a territory strategy to land new accounts in your segment, owning every stage from outbound prospecting to signed contract.
• - Generate and maintain pipeline - Strike the right balance between managing inbound leads and generating outbound pipeline. Keep a healthy, well-forecasted pipeline at all times.
• - Run value-first discovery - Apply MEDDPICC and Command of the Message to uncover genuine pain, connect Miro's platform to business outcomes, and build a clear case for change.
• - Execute a hybrid motion - Pursue net-new logos while identifying expansion signals within existing accounts. Understand when to go wide and when to go deep.
• - Engage decision-makers at the right level - SMB: Work directly with founders, ops leads, and team managers to identify pain and close quickly.
• - Commercial: Adapt your style from LOB champion to VP/C-suite in the same deal cycle. Build relationships with economic buyers and communicate Miro's value in terms of business outcomes.
• - Forecast with accuracy - Maintain CRM hygiene in Salesforce, manage your pipeline with discipline, and commit to numbers you can stand behind.
• - Collaborate across your POD - Work in lockstep with Renewals, Customer Success, Marketing, and — for Commercial — Solution Engineering and Value Advisory, to ensure a joined-up customer experience at every stage.

What you’ll need

• - For both SMB and Commercial AE:
• - 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 — you treat lost deals as learning and apply feedback fast.
• - 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.

What's in it for you

We want you to feel supported, connected, and ready to grow. Our global benefits package generally includes equity, a wellbeing benefit, a WFH equipment allowance, and an annual Learning & Development stipend. Join a diverse team where you can do your best work. Full benefits may differ per location. If you would like to learn more about location-specific benefits, please refer to our Global Miro benefits board. https://miro.com/app/board/uXjVG8Fi8Yc=/?moveToWidget=3458764661021134968&cot=10