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About the role
Key responsibilities & impact- 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.
Requirements
What you’ll need- 10+ years of SaaS sales experience, including significant experience selling to Fortune 500 / Global 2000 enterprises with 10,000+ employees.
- Native level proficiency in Portuguese and English
- Proven success owning a small number of strategic named accounts and driving complex expansion motions across multiple business units, geographies, personas, and executive stakeholders.
- Track record closing and expanding $250K–$1M+ enterprise opportunities, ideally including multi-product, multi-year, or transformation-oriented deals.
- Strong ability to build executive relationships across Product, Engineering, Design, IT, Transformation, Finance, and C-level stakeholders.
- Deep MEDDPICC and Command of the Message discipline, including strong qualification, Champion development, Economic Buyer engagement, quantified pain, decision-process management, and value-based selling.
- Experience orchestrating cross-functional deal teams across SE, CS, Services, Value Advisory, Product, Marketing, Partners, BDRs, and executive sponsors.
- Strong account planning discipline, with the ability to translate customer strategy into named initiatives, workflow opportunities, stakeholder maps, pipeline plans, and measurable expansion outcomes.
- Comfort operating in complex, ambiguous enterprise environments where success requires persistence, business acumen, internal leadership, and the ability to create belief with both customers and internal teams.
- AI fluency and curiosity, with a track record of leveraging AI tools to improve account research, stakeholder mapping, territory strategy, opportunity planning, customer insights, and overall sales productivity.
Benefits
Comp & perks- equity
- wellbeing benefit
- WFH equipment allowance
- annual Learning & Development stipend
ATS Keywords
✓ Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills & Tools
Account PlanningValue-Based SellingPipeline GenerationEnterprise Opportunity ClosingWorkflow Expansion
Soft Skills
Business AcumenPersistenceInternal LeadershipCommunication