Strategic Account Executive at Miro in Tokyo, Tokyo, JP

About the Team

The Strategic Accounts team’s mission is to make Miro the nerve center for innovation inside the world’s largest companies. We partner with Fortune 500 and Global 2000 enterprises to help them accelerate product development, improve cross-functional alignment, and transform how teams move from strategy to execution.

This team sits at the center of Miro’s evolution from a collaboration product to an AI-powered innovation workspace. Our Strategic AEs operate as account CEOs, leading cross-functional account teams across Solution Engineering, Customer Success, Value Advisory, Professional Services, Product, Marketing, Partners, and executive leadership.

About the Role

Winning in Strategic Accounts is not about managing a territory or closing isolated deals. It is about building multi-year account strategies, identifying the customer’s most important business initiatives, and expanding Miro into mission-critical workflows across Product, Engineering, Design, IT, Operations, and transformation teams.

As a Strategic AE, you will own a focused portfolio of Miro’s largest enterprise customers. You will be expected to understand each account’s industry context, operating model, executive priorities, political landscape, renewal dynamics, and expansion potential. You will create pipeline through disciplined account-based execution, build executive alignment around measurable outcomes, and orchestrate Miro’s internal resources to turn strategic opportunities into durable enterprise partnerships.

What You’ll Do

→Own a portfolio of named strategic accounts

Develop and execute deep account strategies across 3–10 global enterprise customers. Identify priority business initiatives, critical workflows, executive buyers, Champions, renewal moments, competitive risks, and multi-product expansion opportunities.

→Drive workflow-led expansion

Position Miro around high-value enterprise workflows such as product strategy, roadmapping, customer discovery, prototyping, planning, agile execution, technical diagramming, portfolio visibility, and innovation governance. Connect Miro’s platform to measurable customer outcomes, including faster product cycles, stronger alignment, improved productivity, and better execution across distributed teams.

→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 realization.

→Orchestrate complex account teams

Lead cross-functional PODs across Solution Engineering, Customer Success, Value Advisory, Professional Services, Product, Marketing, Partners, BDRs, and senior leadership. Align the team around clear account objectives, executive engagement plans, validation events, and expansion plays.

→Create and manage strategic pipeline

Maintain a disciplined account-based pipeline generation motion. Use executive outreach, customer workshops, field marketing, partner collaboration, BDR support, and renewal planning to stay multiple quarters ahead on pipeline coverage.

→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.

→Shape how Miro wins in the enterprise

Bring field intelligence back to Product, Marketing, Customer Success, and leadership. Help refine Miro’s enterprise narrative, identify repeatable expansion patterns, mentor peers, and contribute to regional go-to-market strategy.

What You’ll Need

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 strategic named 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.

Strong ability to build executive relationships across Product, Engineering, Design, IT, Transformation, Finance, and C-level stakeholders.

Deep MEDDPICC and Command of the Message discipline, including strong qualification, Champion development, Economic Buyer engagement, quantified pain, decision-process management, and value-based selling.

Experience orchestrating cross-functional deal teams across SE, CS, Services, Value Advisory, Product, Marketing, Partners, BDRs, and executive sponsors.

Strong account planning discipline, with the ability to translate customer strategy into named initiatives, workflow opportunities, stakeholder maps, pipeline plans, and measurable expansion outcomes.

Comfort operating in complex, ambiguous enterprise environments where success requires persistence, business acumen, internal leadership, and the ability to create belief with both customers and internal teams.

AI fluency and curiosity, with a track record of leveraging AI tools to improve account research, stakeholder mapping, territory strategy, opportunity planning, customer insights, and overall sales productivity.

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.

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