FullTime
On-site
SaaS
ashby
About this role
About the TeamThe Strategic Accounts team’s mission is to make Miro the nerve center for innovation inside the world’s largest companies.
We partner with Fortune 500 and Global 2000 enterprises to help them accelerate product development, improve cross-functional alignment, and transform how teams move from strategy to execution.This team sits at the center of Miro’s evolution from a collaboration product to an AI-powered innovation workspace.
Our Strategic AEs operate as account CEOs, leading cross-functional account teams across Solution Engineering, Customer Success, Value Advisory, Professional Services, Product, Marketing, Partners, and executive leadership.
About the RoleWinning in Strategic Accounts is not about managing a territory or closing isolated deals.
It is about building multi-year account strategies, identifying the customer’s most important business initiatives, and expanding Miro into mission-critical workflows across Product, Engineering, Design, IT, Operations, and transformation teams.As a Strategic AE, you will own a focused portfolio of Miro’s largest enterprise customers.
You will be expected to understand each account’s industry context, operating model, executive priorities, political landscape, renewal dynamics, and expansion potential.
You will create pipeline through disciplined account-based execution, build executive alignment around measurable outcomes, and orchestrate Miro’s internal resources to turn strategic opportunities into durable enterprise partnerships.
What You’ll Do→Own a portfolio of named strategic accountsDevelop 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 expansionPosition Miro around high-value enterprise workflows such as product strategy, roadmapping, customer discovery, prototyping, planning, agile e
Selling Motion
Sales Cycle
Enterprise
6–18 month cycles, complex multi-stakeholder deals
Prospecting
Channel / Partner
Sell through partners, resellers, or alliances
Buyer Persona
C-Suite
Selling to executive decision-makers
Territory
Named Accounts
Pre-assigned list of target companies
Requirements at a Glance
Typical Day — Account Executive
Estimates based on role type and selling motion — actual may vary by company.
SaaS — Interview Intel
Typical Sales Cycle
30–90 days (SMB) · 3–9 months (Mid-Market) · 6–18 months (Enterprise)
Common Buyer Objections
- "We're locked into a contract with [competitor]"
- "We built something in-house already"
- "We don't have budget until next quarter"
- "Our team won't adopt another tool"
Key Industry Metrics
Hot Topics to Reference
- • AI-native product disruption
- • PLG vs sales-led motion debate
- • Vertical SaaS consolidation
- • Usage-based pricing models
Use these insights to speak the buyer's language in interviews.
Tags
Walk me through your discovery process.
Template questionHow do you handle a prospect who goes silent mid-deal?
Template questionTell me about your largest closed deal and the sales cycle.
Template questionHow do you build business cases for stakeholders?
Template questionDescribe a deal you lost and what you learned.
Template questionAs an Account Executive with Miro, you'll own the entire revenue pipeline and be measured on quota attainment.
Expect to work with recurring revenue models where customer retention is as important as acquisition.
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