Candidates with B2B tech sales experience and a command of structured sales methodologies will find this mid-level role in Austin emphasizes high-volume deal management and cross-functional collaboration.
Derived from job-description analysis by Serendipath's career intelligence engine.
Original posting from Miro via Ashby
We're always excited to connect with strong talent for this team. While this Expression of Interest pipeline is focused on future opportunities, some related openings may also be live today.
If you're looking to make a move immediately, we encourage you to check our careers page for currently open roles that match your background.
By applying here, you're joining our talent community for this specific team. Here is exactly how we handle these applications:
- We look at every profile: Our recruiting team reviews these regularly. If your background aligns with the skills we know we'll need next, we'll flag your profile.
- We start with a casual chat: If there's a potential future match, a recruiter will reach out for an introductory conversation. No intense interview loops—just a chance to connect on your career goals and what we're building.
- We respect your time: We won't kick off a formal, multi-stage interview process until a role is officially open and approved.
- We keep you in mind: Even if we don't reach out right away, we keep this talent pool active and turn to it first when a new headcount opens up.
About the Team
Our SMB and Commercial teams sit at the core of Miro's new business engine. SMB AEs work with small and scaling businesses — companies between 1 and 500 employees — in a fast-paced, high-volume environment where momentum matters. Commercial AEs work with mid-market companies from 500 to 3,000 employees — large enough to demand a real evaluation process, agile enough that the right champion can move a deal in weeks.
Together, these teams represent the full spectrum from high-velocity transactional selling to increasingly rigorous, multi-stakeholder deals. If you're a strong SMB closer looking to level up, or a mid-market seller who thrives on volume and strategy in equal measure, this is where you belong.
About the Role
Both roles own the full sales cycle — from first conversation to closed deal — across a mix of inbound leads, outbound prospecting, and existing account expansion. The core motion is the same: generate pipeline, run disciplined discovery, connect Miro's platform to business outcomes, and close. The segment and deal complexity differ, but the fundamentals are shared.
SMB AEs manage a high-volume book of 1–500 EE prospects with fast cycles and direct decision-makers. Commercial AEs balance a similar volume with deeper, multi-stakeholder deals requiring formal business cases and director-to-C-suite engagement.
What you’ll do
- Own the full sales cycle
- Prospecting and discovery through to demo, negotiation, and close across your territory — high-volume for SMB, a blend of volume and depth for Commercial.
- Drive net-new logo acquisition
- Develop and execute a territory strategy to land new accounts in your segment, owning every stage from outbound prospecting to signed contract.
- Generate and maintain pipeline
- Strike the right balance between managing inbound leads and generating outbound pipeline. Keep a healthy, well-forecasted pipeline at all times.
- Run value-first discovery
- Apply MEDDPICC and Command of the Message to uncover genuine pain, connect Miro's platform to business outcomes, and build a clear case for change.
- Execute a hybrid motion
- Pursue net-new logos while identifying expansion signals within existing accounts. Understand when to go wide and when to go deep.
- Engage decision-makers at the right level
- SMB: Work directly with founders, ops leads, and team managers to identify pain and close quickly.
- Commercial: Adapt your style from LOB champion to VP/C-suite in the same deal cycle. Build relationships with economic buyers and communicate Miro's value in terms of business outcomes.
- Forecast with accuracy
- Maintain CRM hygiene in Salesforce, manage your pipeline with discipline, and commit to numbers you can stand behind.
- Collaborate across your POD
- Work in lockstep with Renewals, Customer Success, Marketing, and — for Commercial — Solution Engineering and Value Advisory, to ensure a joined-up customer experience at every stage.
What you’ll need
- For both SMB and Commercial AE:
- Working knowledge of MEDDPICC and Command of the Message, applied consistently with a drive to sharpen both.
- A high-velocity mindset — comfortable running many deals simultaneously with the discipline to prioritise and focus.
- Strong prioritisation and adaptability — able to balance inbound demand, outbound prospecting, and expansion opportunities effectively.
- Resilience and coachability — you treat lost deals as learning and apply feedback fast.
- Proficiency with Salesforce for pipeline management, plus Outreach (or similar) and Gong.
- AI fluency and curiosity — comfortable leveraging AI tools to improve prospect research, outreach preparation, account planning, and productivity.
- For SMB AE:
- 1–4 years in a SaaS or B2B tech sales environment, including at least some full-cycle closing experience or a strong SDR background.
- For Commercial AE:
- 2–5 years of full-cycle B2B SaaS closing experience, with 1–2 years focused on mid-market (500–3,000 EE).
- Confident MEDDPICC practitioner — applied habitually, not just when deals get complicated.
- Proven ability to manage high deal volume while going deeper on strategic opportunities simultaneously, ideally in a multi-product sales environment.
- Strong executive communication — adapts style from LOB champion to VP/C-suite in the same deal cycle.
What's in it for you
We want you to feel supported, connected, and ready to grow. Our global benefits package generally includes equity, a wellbeing benefit, a WFH equipment allowance, and an annual Learning & Development stipend. Join a diverse team where you can do your best work. Full benefits may differ per location. If you would like to learn more about location-specific benefits, please refer to our Global Miro benefits board. https://miro.com/app/board/uXjVG8Fi8Yc=/?moveToWidget=3458764661021134968&cot=10
Source: Miro careers (Ashby)