About the Team
Australia is the hub for the APAC region at Miro with 70 employees across the region based in Sydney, Melbourne and Singapore. This role is a Strategic (Large Enterprise) Account Executive role partnering with our federal and state government customers in NSW and ACT. The Strategic Accounts Team is at the forefront of Miro's growth strategy, partnering with the world's largest companies to drive innovation and transformation through visual collaboration. We're a high-energy, collaborative team focused on establishing Miro as a strategic platform within our customers' organisations and expanding our enterprise footprint.
About the Role
Given our recent investments in Australian data residency there is a significant opportunity to grow and acquire customers across the territory fueled by ongoing government investment in digitisation and innovation. As an Strategic Account Manager, you will own the end-to-end relationship and strategic growth for a portfolio of Miro's state government accounts within the ANZ region. You will act as a trusted advisor, focusing on deeply understanding your customers' business challenges and objectives. Your goal is to drive significant value and innovation through Miro, fostering strong partnerships while identifying and executing on opportunities for both account expansion and new business growth within your assigned territory.
What you’ll do
Develop and execute strategic account plans for assigned large enterprise customers, identifying key opportunities for both expansion and new business growth.
Build and maintain strong, long-term relationships with multiple stakeholders (including executives) across your accounts, acting as a trusted advisor.
Proactively identify and engage new teams, departments, or high-value use cases within existing accounts to expand Miro's footprint and value.
Lead complex sales cycles for both expansion and new business opportunities, from qualification and value articulation through to negotiation and close.
Partner closely with Customer Success Managers to ensure customer health, drive adoption of key use cases, and identify growth signals.
Master Miro's platform and solutions to effectively demonstrate value, inspire new ways of working, and address customer needs.
Develop Miro’s brand in state government through events and partnering with industry bodies
Drive strong business management through achieving quarterly and annual targets and maintaining an accurate forecast and pipeline
What you’ll need
8+ years of successful experience in a quota-carrying Account Management or Account Executive role within SaaS, managing and growing large, complex enterprise accounts.
Proven track record of consistently exceeding targets through both new business acquisition (within accounts or potentially net-new) and account expansion/growth.
Experience managing the full customer lifecycle, including navigating complex renewals and driving expansion opportunities (deals typically in the $50k-$150k+ ACV range).
Strong ability to build relationships and communicate value effectively with diverse stakeholders, including C-level/VP executives.
Excellent discovery, strategic account planning, and value selling skills.
Proficiency in applying a structured sales or account management methodology ie. MEDDPICC, Miller Heiman
Collaborative mindset with proven experience working effectively with Customer Success, Sales Engineering, Marketing, and other internal teams.
Alignment with Miro's Mindsets (e.g., Drive, Curiosity, Empathy, Accountability) and a genuine passion for customer success.
What's in it for you
Competitive equity package
Private health insurance program
Salary continuance insurance and Life insurance coverage
Free lunches on in-hub days with fully stocked snacks and drinks
Wellbeing benefit and WFH equipment allowance
Annual learning and development allowance to grow your skills and career
Opportunity to work for a globally diverse team
About Miro
Miro is a visual workspace for innovation that enables distributed teams of any size to build the next big thing. The platform's infinite canvas enables teams to lead engaging workshops and meetings, design products, brainstorm ideas, and more. Miro, co-headquartered in San Francisco and Amsterdam, serves more than 100M users and 250,000 companies collaborate in the Innovation Workspace. Miro was founded in 2011 and currently has more than 1,600 employees in 13 hubs around the world.
We are a team of dreamers. We look for individuals who dream big, work hard, and above all stay humble. Collaboration is at the heart of what we do and through our work together we hope to create a supportive, welcoming, and innovative environment. We strive to play as a team to win the world and create a better version of ourselves every day. If this sounds like something that excites you, we want to hear from you!
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At Miro, we strive to create and foster an environment of belonging and collaboration across cultural differences. Miro’s mission — Empower teams to create the next big thing — is how we think about our product, people, and culture. We believe that creating big things requires diverse and inclusive teams. Diversity invites all talent with different demography, identities and styles to step in, and inclusion invites them to step closer together. Every day, we are working to build a more diverse Miro, cultivate a sense of belonging for future and current Mironeers around the world, and foster an environment where everyone can collaborate and embrace differences.
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Originally posted on Himalayas