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.