• 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

• Identify, prospect, and secure new business opportunities within UKI and Nordics • Craft and execute a sales strategy that propels growth • Develop new relationships in targeted industries and functions • Drive strategic customer dialogues to identify business objectives and challenges • Deliver Everstream value proposition through customer engagements • Actively drive commercial negotiations and close deals • Maintain a pipeline of opportunities to achieve targeted new business wins

Role Description This is a National Role - Anywhere in the USA OTE $240,000 The IIM Enterprise Account Executive role is a commissioned sales position. This position is responsible for ensuring the consistent development of a pipeline of opportunities from new and existing enterprise clients. The primary objective is to drive IIM revenue growth in strategic markets and within top-tier clients in an effort to contribute to the company's overall success. Responsibilities - Lead/Opportunity Generation and Pipeline Management - Responsible for responding to, developing, and qualifying leads into opportunities. - Develop and execute a comprehensive sales strategy plan to generate leads and opportunities. - Manage and report all lead qualification efforts through the CRM system. - Prospect and develop business relationships with potential enterprise clients. - Educate potential clients on the benefits of the company’s solution. - Opportunity Management & Forecasting - Manage and document the opportunity/sales process through the CRM system. - Ensure accurate forecasts with consistent updates to the CRM system. - Proposal / RFP Preparation - Manage the RFI/RFP process and the final response. - Conduct pre-bid meetings, phone conferences, etc. - Demonstrations & Konica Minolta IIM Experience - Identify and qualify customer needs and document client challenges. - Collaborate with the Sales Engineering team to execute the Konica Minolta IIM Experience. - Scope / Project Profile Preparation - Define project requirements and communicate the ROI and Goals. - Work with the Sales Engineer and Professional Services to develop a Project Profile. - Pre-Implementation Activities - Participate in the final review of the Functional Requirements Document (FRD). - Post-Implementation Activities - Participate in the final review of the implementation. - Review ROI and assist in the development of the Case Study. - Account Management - Work with the Customer Success Manager to ensure clients achieve desired outcomes. - Identify upsell/cross-sell opportunities within the assigned account base. - Actively contribute ideas to improve the sales process and overall growth and quality of the sales team. - Continue to grow knowledge and awareness of best practices and market trends. - Event Participation - Participate in the planning and execution of various marketing activities. - Perform other duties, as assigned. Qualifications - Excellent interpersonal and communications skills. - Ability to collaborate with internal partners, coworkers, and external vendors. - Ability to work within a team structure. - Strong listening skills – ability to understand customer needs and equate them to our solutions. - Strong knowledge of CRM tools. - Strong knowledge of Microsoft Word and Excel. - Strong knowledge of IIM products and services – Tungsten Automation, Hyland, Microsoft, Salesforce, and Square 9, preferred. - Four-year college degree or satisfactory completion of a business curriculum from an accredited school and/or equivalent work experience. Requirements - 7-10+ years of experience in complex sales. - 7-10+ years of experience in the IIM or a related industry. - Experience providing solutions relating to business process improvement. - Experience servicing internal and external customers. - Experience working with external vendors/partners. - Experience with Solution or Strategic Selling. - Job duties require moderate travel to prospect/customer locations, as assigned and/or as necessary. - Required job duties are sedentary and normally performed in a climate-controlled office environment or a remote work environment. Benefits - Business Casual dress is required; however, business attire may be required for customer account/management meetings. - Ability to travel up to 25% of time.