Miro

• Own a portfolio of named strategic accounts • Develop and execute deep account strategies across 3–10 global enterprise customers. • Identify priority business initiatives, critical workflows, executive buyers, Champions, renewal moments, competitive risks, and multi-product expansion opportunities. • Drive workflow-led expansion and position Miro around high-value enterprise workflows such as product strategy, roadmapping, customer discovery, prototyping, planning, agile execution, technical diagramming, portfolio visibility, and innovation governance. • Build executive alignment and business cases by engaging senior leaders across Product, Engineering, Design, IT, Transformation, Finance, and the C-suite. • Create compelling business cases that tie Miro to named customer initiatives, quantified pain, strategic priorities, and long-term value realization. • Orchestrate complex account teams by leading cross-functional PODs across Solution Engineering, Customer Success, Value Advisory, Professional Services, Product, Marketing, Partners, BDRs, and senior leadership. • Create and manage strategic pipeline by maintaining a disciplined account-based pipeline generation motion. • Operate with rigorous sales discipline and apply MEDDPICC and Command of the Message at an expert level. • Shape how Miro wins in the enterprise by bringing field intelligence back to Product, Marketing, Customer Success, and leadership.

• Drive net-new logo acquisition • Develop and execute a territory strategy to land companies in the 500–3,000 EE range, owning every stage from outbound prospecting to signed contract • Manage pipeline at scale • Balance volume and quality across a mixed portfolio of fast-cycle deals and more structured evaluations, supported by the SDR team • Apply MEDDPICC rigorously • Lead multi-stakeholder discovery across Lines of Business, IT, and executive buyers; build a business case that moves committees • Engage director-level and above • Build relationships with decision-makers and economic buyers; communicate Miro’s value in terms of business outcomes, not features • Expand strategically within accounts • Identify incremental expansion opportunities in your install base, working the hybrid new logo and growth motion effectively • Forecast and commit accurately • Maintain a clear view of pipeline health using Salesforce; leverage leading indicators and communicate risks early

• Work with our AWS infrastructure to continuously improve how we operate. • Build and lead all aspects of our CI/CD pipelines (GitLab/GitHub) and provide automated solutions for IaC deployment. • Implement automation and observability across infrastructure resources. • Bring your own ideas for improving our infrastructure stack and implement them. • Take part in our operational rotation to react and resolve incidents in production. • Maintain and develop the building blocks of our IaC terraform codebase. • Responsible for building, maintaining and optimizing Amazon Load Balancers, ensuring efficient traffic distribution and high availability for applications. • Configure and maintain Amazon CloudFront distributions to accelerate content delivery and improve end-user experience. • Develop and build Governance policies for our Cloud infrastructure. • Maintain and develop our CloudWan infrastructure

Role Description The Enterprise Sales team works with large, complex organisations — companies with 3,000 to 15,000 employees — that are rethinking how their teams collaborate, innovate, and bring products to market. Our deals are multi-threaded, multi-stakeholder, and often multi-year; we work in tightly coordinated PODs alongside Solution Engineering, Customer Success, Value Advisory, and Field Marketing. Enterprise companies don’t buy software — they adopt platforms. As an Enterprise AE, you’re building a strategic case for how Miro can become the nerve centre for innovation within some of the world’s most complex organisations. You’ll be responsible for both landing new logos and expanding within your named account territory, requiring mastery of multi-threaded discovery, formal business case construction, and C-suite executive presence. What you’ll do - Land and expand a named account territory: - Pursue net-new logos and grow existing footprint across a portfolio of 3,000–15,000 EE organisations, with a disciplined outbound motion running in parallel. - Run complex, multi-threaded sales cycles: - Orchestrate discovery across Lines of Business, IT, and executive leadership; map stakeholders, build champions, and create irrefutable business cases. - Partner with your POD to win: - Work closely with Solution Engineering, Customer Success, Value Advisory, and Professional Services to deliver a seamless experience from first meeting to deployment. - Engage at VP and C-suite level: - Communicate Miro’s strategic value in the language of business outcomes, organisational design, and innovation ROI. - Forecast with precision: - Leverage MEDDPICC rigorously to qualify and advance opportunities; use leading indicators to stay ahead of coverage requirements. - Raise the bar for the team: - Contribute deal learnings, share best practices, and mentor peers on territory planning, stakeholder mapping, and value-selling. Qualifications - 5+ years B2B SaaS sales with meaningful tenure on enterprise accounts of 3,000+ employees. - Expert-level MEDDPICC command — fluent across complex multi-stakeholder deals; coaches others. - Proven $50k–$100k+ ARR closes with 3–12 month cycles in complex, multi-product sales environments; demonstrated formal business cases and ROI models. - Strong executive presence — credibly engages Director, VP, and C-level across technical and business personas. - Disciplined outbound habit — dedicates consistent weekly time to pipeline generation. - AI fluency and curiosity — leverages AI tools to improve account research, territory strategy, stakeholder mapping, and overall sales productivity. Benefits - Global benefits package generally includes equity. - Wellbeing benefit. - WFH equipment allowance. - Annual Learning & Development stipend. Company Description Miro is a visual workspace for innovation that enables distributed teams of any size to build the next big thing. The platform's infinite canvas enables teams to lead engaging workshops and meetings, design products, brainstorm ideas, and more. Miro, co-headquartered in San Francisco and Amsterdam, serves more than 100M users and 250,000 companies collaborate in the Innovation Workspace. Miro was founded in 2011 and currently has more than 1,600 employees in 13 hubs around the world. We are a team of dreamers. We look for individuals who dream big, work hard, and above all stay humble. Collaboration is at the heart of what we do and through our work together we hope to create a supportive, welcoming, and innovative environment. We strive to play as a team to win the world and create a better version of ourselves every day.

• Design, develop, and ship AI-driven capabilities—including agents, intelligent assistants, context-aware prediction, and generative AI—using Python, top-tier LLMs, TypeScript, React, Canvas, and WebGL • Engineer high-performing AI workflows leveraging LLMs (OpenAI, Anthropic Claude, Google Gemini), prompt engineering, and generative techniques—ensuring reliability, scalability, and maintainability • Execute end-to-end AI projects from conceptualization and prototyping to production code, collaborating closely with product managers, designers, and engineers • Experiment and iterate on AI capabilities within your team domain, staying ahead of emerging AI tools, frameworks, and techniques • Champion best practices in AI system development—including evaluations, LLMOps, CI/CD, observability, and ethical AI principles • Measure and optimize AI performance, establishing benchmarks for user engagement, model accuracy, latency, error rate, and drift • Write clean, well-tested, maintainable code, participating in code reviews and technical discussions across the stream • Troubleshoot and resolve production issues, ensuring high availability and performance

Role Description As a Strategic Account Executive, you will be responsible for expanding Miro's engagement and relationships with our largest customers and prospects. You will drive revenue growth by securing new logo wins and expanding our footprint with existing customers i.e., seat expansion and multi-product adoption. - Drive Revenue Growth: Close high-value deals with strong business cases and measurable customer outcomes - Pipeline Generation: Dedicate 8-10 hours weekly to outbound prospecting across both new logos and expansion accounts - Executive Engagement: Build relationships with VP+ decision-makers while creating Director+ champions to drive deals forward - Sales & Qualification Methodology Execution: Leverage MEDDPICC and Command of the Message to qualify and advance opportunities - Customer-Centric Selling: Develop a tailored value hypothesis for each of your accounts and develop 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 account strategies - Adaptability & Grit: Demonstrate resilience, humility, and openness to change in a fast-paced, evolving environment Qualifications - 6 years of closing experience in a SaaS sales organization - 2+ years of experience closing seven-figure B2B deals - Experience working in a territory of 3-10 Named Accounts - Prior experience in both New Logo Acquisition and Expansion Account Executive roles - A disciplined approach to outbound prospecting and pipeline generation - Expert level proficiency in a specific sales and qualification methodology - Command of the Message and MEDDPICC preferred - Proven success selling into Senior IT and/or Product personas - Expertise in team, multi-product, and solution selling - Track record of promotions and longevity in previous roles - Willingness to travel up to ~25% - Strong Growth Mindset - we place a high value on coachability and receptivity to feedback Benefits - Global benefits package generally includes equity - Wellbeing benefit - WFH equipment allowance - Annual Learning & Development stipend - Diverse team environment Company Description Miro is a visual workspace for innovation that enables distributed teams of any size to build the next big thing. The platform's infinite canvas enables teams to lead engaging workshops and meetings, design products, brainstorm ideas, and more. Miro, co-headquartered in San Francisco and Amsterdam, serves more than 100M users and 250,000 companies collaborate in the Innovation Workspace. Miro was founded in 2011 and currently has more than 1,600 employees in 13 hubs around the world.

• Own the core interaction layer of the canvas, responsiveness, rendering, input handling, and spatial transitions, working on the things users feel before they name. • Design and build the multiplayer moments that make working alongside someone in Miro feel genuinely different from working alone: presence, cursors, conflict, and co-creation. • Define what it means to have an AI collaborator in a visual, multiplayer space — shaping how AI outputs land on the canvas, how suggestions feel without being intrusive, and how generative results become part of a team's work. • Craft the moments of delight and magic that make Miro memorable, animations, micro-interactions, and transitions where the tool disappears and the thinking takes over. • Build the patterns, prototypes, and shared tooling that make the broader design and engineering organisation faster and more confident. • Write things down, teach by doing, and set a quality standard that propagates, contributing to coherence across the canvas, not just within your own area. • Collaborate closely with product designers, engineers, PMs, and researchers across Miro's canvas and AI portfolio.

• Partner with Enterprise customers to help them maximise the business value of their investment in Miro • Act as a fractional strategic advisor guiding customers through workflow optimisation and driving AI-powered adoption • Monitor platform health, engagement, usage patterns and feature adoption • Deliver proactive, insight-driven recommendations • Equip internal champions with strategies to scale adoption across teams • Provide adoption reporting and business outcome analytics to inform ongoing strategy

• Design and implement scalable, fault-tolerant backend services for email and in-app notifications • Build and evolve event-driven, asynchronous pipelines that process high volumes of product and user events • Create high-quality technical designs and write clean, maintainable, self-documented production code • Ensure correctness, idempotency, deduplication, and delivery guarantees across notification flows • Optimize performance, latency, and scalability while maintaining reliability under peak load • Take long-term ownership of features and subsystems, including production health and evolution • Collaborate with Product and Platform teams to deliver relevant and timely user notifications

• Define and drive the North Star for Miro Prototyping. You’ll articulate a vision that disrupts the norms and looks where the market is going. • Be a tireless innovator in the AI space. You will explore how generative AI can collapse the gap between a rough sketch and full functioning app. • Approach the product with an entrepreneurial spirit and sense of ownership. You’ll navigate ambiguity, build lean experiments, and treat the Prototyping mode as your own startup within Miro. • Leverage your deep understanding of the design tool landscape to create a best-in-class experience that rivals any competitor while maintaining Miro’s ease of use and considering our other suite of formats. • Partner with Product and Engineering to solve complex technical challenges around AI quality, discoverability, and the seamless transition between the ‘infinite canvas’ and ‘Prototypes Focus Mode’. • Set the bar for design excellence at Miro, mentoring other designers and contributing to the evolution of our design systems and internal tooling.