• Break into net new logos within our largest customer segment • Build account action plans to help define appropriate expansion strategies • Combine the interests of multiple client stakeholders to drive account revenue growth • Reach out to new trials/users within customers to expand use cases and drive more revenue • Work with cross functional teammates in Customer Success, Product, Sales Engineering, Marketing, and more • You will master the art of discovery, and inspire new use cases where Miro can solve our customer’s challenges • Be a key component in ensuring we have accurate data in our CRM to drive the strategy for our future growth • 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

• Build and manage a territory strategy that creates a realistic plan towards quota achievement • Prospect approximately 50-60% of your own pipeline by leveraging Salesforce CRM and Outreach.io. Tasks will include daily research, cold calling, sending email campaigns and using tools such as LinkedIn. • Conduct thorough discovery calls where you clearly identify the pain and needs of account stakeholders • Demonstrate Swiftly’s ability to solve problems and deliver desired business outcomes • Guide government agencies to approach old problems in new ways • Work public sector deals from discovery to close within a typical 3-8 month sales cycle for SMB • Work with your opportunity contacts to identify budget and determine a procurement path • Attend conferences and other events to deepen your industry knowledge, meet transit leaders, generate new sales opportunities, and accelerate deals • Accurately identify risk within deals by using the SPICED methodology and work with your leadership, internal partners and executives to mitigate those risks • Forecast deals appropriately using Swiftly’s forecast methodology • Achieve and exceed revenue goals. • Contribute to the winning environment by committing to your own self-development and supporting the development of your teammates

• Lead a team of 8 to 10 full-cycle AEs through rapid growth and multiple ramp cohorts. • Set the weekly plan for your team and keep everyone focused on the highest impact work. • Provide daily coaching and build a culture of high standards, trust, and accountability. • Run strong 1:1s, call coaching, and deal reviews that lead to clear behavior change in discovery, messaging, objections, and next steps. • Set clear standards for what good looks like at Mercury across discovery, qualification, deal strategy, and follow-through. • Strengthen pipeline creation habits across inbound and outbound. Coach AE self-prospecting while keeping tight alignment with SDRs. • Keep deals moving by driving clear next steps, mutual action plans, and dates so deals do not stall. • Coach beyond the close. Help reps win accounts that activate into deposit capture, spend, and ongoing product usage. • Use reporting to track pipeline health, conversion rates, and leading indicators, then turn insights into practical coaching plans. • Step in when needed to unblock progress, including deal support, momentum resets, and cross-functional coordination. • Partner with Sales Leadership to set team strategy and build better workflows and tooling as we scale. • Hire, onboard, and ramp new AEs. Set clear expectations early and coach to consistent execution.

• Prospect and win new Enterprise business through key executive relationships • Ensure RFP wins and grow contractual-based business • Partner with account team to optimize buying decisions • Resolve problems and implement best solutions • Work with technical resources to display integrations • Effectively plan to meet and exceed business goals • Develop understanding of technology platform and operations