Expression of Interest: SMB & Commercial Account Executive
HybridSydney, New South Wales, Australia
Job Summary
Own the full sales cycle from prospecting and discovery through demo, negotiation, and close across SMB and mid-market accounts. Drive net-new logo acquisition by executing territory strategies that balance inbound leads with outbound prospecting to maintain a healthy, forecasted pipeline. Run value-first discovery using MEDDPICC to connect Miro's platform to business outcomes and engage decision-makers ranging from founders to C-suite executives. Manage CRM hygiene in Salesforce while collaborating with Renewals, Customer Success, and Solution Engineering to ensure a joined-up customer experience. Forecast with accuracy and leverage AI tools to improve prospect research and account planning.
Required Qualifications
- 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
- 1–4 years in a SaaS or B2B tech sales environment, including at least some full-cycle closing experience or a strong SDR background
- 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
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