Expression of Interest: Enterprise & Strategic AE - UK/I

Miro; Greater London; Hybrid; GBP 90,000 - 150,000; Full time

Benefits offered by this job

Equity

Wellbeing benefit

WFH equipment allowance

Learning & Development stipend

Job summary

Miro is seeking an Enterprise/Strategic AE to own named accounts and run multi‑threaded enterprise deals. You will map stakeholders, build champions, and create compelling business cases tied to strategic initiatives across 3,000+ employee organisations.

You will orchestrate cross‑functional deal teams, drive pipeline, and apply MEDDPICC at scale. This role emphasizes AI-enabled research, executive engagement, and long‑term value realization in a hybrid work environment.

Qualifications

• Single most important qualification: expert-level MEDDPICC command and ability to coach others.
• Strong executive presence, capable of engaging Director, VP and C-level stakeholders.
• Disciplined account planning with named initiatives, stakeholder maps, pipeline plans and measurable expansion outcomes.
• Experience orchestrating cross-functional deal teams across SE, CS, Services, Value Advisory, Product, Marketing, Partners, and leadership.
• AI fluency and curiosity—using AI tools to improve account research, stakeholder mapping, territory strategy, and opportunity planning.
• Ability to navigate complex, ambiguous enterprise environments with persistence, business acumen and belief-building with customers and internal teams.

Responsibilities

• Own a named account territory or portfolio.
• Run complex, multi-threaded sales cycles across multiple stakeholders.
• Drive workflow-led expansion and connect Miro to measurable customer outcomes.
• Build executive alignment and strong business cases tied to named initiatives.
• Orchestrate your POD to win with cross-functional teams and clear objectives.
• Create and manage a disciplined pipeline using ABM, executive outreach and renewal planning.
• Apply MEDDPICC and the Command of the Message to develop problem statements, champions and Economic Buyer access.

Skills

MEDDPICC

Executive presence

Account planning

Cross-functional leadership

AI fluency

Persistence

Job description

About the Team

Our Enterprise and Strategic teams sit at the center of Miro's evolution from a collaboration product to an AI-powered innovation workspace. Enterprise AEs work with large, complex organisations from 3,000 to 15,000 employees that are rethinking how their teams collaborate, innovate, and bring products to market. Strategic AEs own a focused portfolio of Miro's largest global accounts — Fortune 500 and Global 2000 enterprises — where the mission is to make Miro the nerve center for innovation across entire organisations.

Deals at both levels are multi-threaded, multi-stakeholder, and often multi-year. You'll work in tightly coordinated PODs alongside Solution Engineering, Customer Success, Value Advisory, Professional Services, and executive leadership. If you operate best when you're building long-term relationships, navigating complexity, and winning deals that genuinely transform how companies work — this is your team.

About the Role

Our Enterprise and Strategic teams sit at the center of Miro’s evolution from a collaboration product to an AI-powered innovation workspace. Enterprise AEs work with large, complex organisations from 3,000 to 15,000 employees that are rethinking how their teams collaborate, innovate, and bring products to market. Strategic AEs own a focused portfolio of Miro’s largest global accounts — Fortune 500 and Global 2000 enterprises — where the mission is to make Miro the nerve center for innovation across entire organisations.

Deals at both levels are multi-threaded, multi-stakeholder, and often multi-year. You'll work in tightly coordinated PODs alongside Solution Engineering, Customer Success, Value Advisory, Professional Services, and executive leadership. If you operate best when you're building long-term relationships, navigating complexity, and winning deals that genuinely transform how companies work — this is your team.

What you’ll do

• Own a named account territory or portfolio
  • Enterprise: Pursue net-new logos and grow existing footprint across a portfolio of 3,000–15,000 EE organisations, with a disciplined outbound motion running in parallel.
  • Strategic: Develop and execute deep account strategies across 3–10 global enterprise customers. Identify priority business initiatives, executive buyers, Champions, competitive risks, and multi-product expansion opportunities.
• Run complex, multi-threaded sales cycles
  • Orchestrate discovery across Lines of Business, IT, and executive leadership. Map stakeholders, build champions, and create irrefutable business cases tied to named customer initiatives and measurable outcomes.
• Drive workflow-led expansion
  • Position Miro around high-value enterprise workflows — product strategy, roadmapping, customer discovery, prototyping, planning, agile execution, technical diagramming, portfolio visibility, and innovation governance. Connect Miro's platform to measurable customer outcomes.
• Build executive alignment and business cases
  • Engage 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 realisation.
• Orchestrate your POD to win
  • Lead cross-functional teams across Solution Engineering, Customer Success, Value Advisory, Professional Services, Product, Marketing, Partners, and executive sponsors. Align the team around clear account objectives, executive engagement plans, and expansion plays.
• Create and manage strategic pipeline
  • Maintain a disciplined pipeline generation motion using account-based execution, executive outreach, customer workshops, field marketing, partner collaboration, and renewal planning.
• Operate with rigorous sales discipline
  • Apply MEDDPICC and Command of the Message at an expert level. Build customer-validated problem statements, develop real Champions, secure Economic Buyer access, quantify business impact, and use mutual plans to drive complex opportunities forward.
• Forecast with precision and raise the bar
  • Leverage leading indicators to stay ahead of coverage requirements, communicate risks early, contribute deal learnings, and mentor peers on territory planning, stakeholder mapping, and value selling.

What you’ll need

• For both Enterprise and Strategic AE:
  • Expert-level MEDDPICC command — fluent across complex multi-stakeholder deals; coaches others.
  • Strong executive presence — credibly engages Director, VP, and C-level across technical and business personas.
  • Deep account planning discipline, with the ability to translate customer strategy into named initiatives, stakeholder maps, pipeline plans, and measurable expansion outcomes.
  • Experience orchestrating cross-functional deal teams across SE, CS, Services, Value Advisory, Product, Marketing, Partners, and executive sponsors.
  • AI fluency and curiosity — leverages AI tools to improve account research, stakeholder mapping, territory strategy, opportunity planning, and overall sales productivity.
  • Comfort operating in complex, ambiguous enterprise environments where success requires persistence, business acumen, and the ability to create belief with both customers and internal teams.
• 5+ years of B2B SaaS sales with meaningful tenure on enterprise accounts of 3,000+ employees.
• Proven $50k–$100k+ ARR closes with 3–12 month cycles in complex, multi-product sales environments; demonstrated formal business cases and ROI models.
• Disciplined outbound habit — dedicates consistent weekly time to pipeline generation.
• For Strategic AE:
  • 10+ years of SaaS sales experience, including significant experience selling to Fortune 500 / Global 2000 enterprises with 10,000+ employees.
  • Proven success owning a small number of named strategic 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.

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.

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 an better version of ourselves every day. If this sounds like something that excites you, we want to hear from you!

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.

02. Hiring Manager

The hiring manager will meet to discuss your experience and fit for the role by assessing whether you align with the Miro Mindset (Curiosity, Drive, Resilience, Empathy, Cognitive Agility & Accountability). This interview usually takes 90-120 minutes.

A 30-min interview to discuss your relevant skills, perspective on resilience, experience, and what motivates you to join Miro.

03. Skill Assesment

An interactive presentation to see your skills in action, based around a particular case study or business problem.

04. Meet the Team

Here you will meet cross-functional stakeholders, and we will ask evidence-based questions to evaluate how well you align with the role and Miro's values and culture.

Meet a member of the leadership team to discuss Miro’s company values and share your vision for success at Miro.