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Strategic Account Manager

1 month ago

Canberra, ACT, Australia ClearCompany Full time
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 state government customers in VIC, SA, WA, TAS. 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

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