• Identify and manage project opportunity funnel to meet and exceed order conversion and booked margin goals. • Identify, select and engage strategic accounts that have growth plans requiring critical energy resiliency and sustainability. • Create and execute a plan to identify, develop and manage client relationships across both economic and technical influences on a path to secure formal strategic relationships. • Flexibility to address multiple layers of organizational engagement from site maintenance & operations to C level financial and sustainability dimensions. • Exceptional interpersonal, presentation, and communications skills, written and verbal. • Identify and coordinate coverage of strategic 3rd party value chain members such as Engineering Firms, Construction Managers and Commissioning Agents to ensure client satisfaction and trust. • Bring the voice of the customer into the Power Secure business to influence and improve product development and service offerings. • Develop strong personal network across both the client organization, value chain members and industry groups that project influence and leadership in the energy resiliency and sustainability space. • Have the ability to initiate, vet and develop business opportunities within the targeted accounts and to the best use of supporting engineering and other project development resources effectively. • Partner and collaborate with other Sales Team members, Marketing, Project Development, Product Engineering and Services to identify and grow opportunities within the assigned segment. • Work with proposal development, estimation and project development engineering to develop and present proposals that meet customer requirements.

• Find, create, facilitate, and close new business opportunities in your assigned accounts • Represent and sell the full suite of Top Hat and approved partner products and services • Effectively position & message Top Hat’s value proposition to professors or department leaders • Work closely with Customer Success Managers and internal product and marketing partners

• 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