企业销售经理
Manager, Enterprise Sales
关于团队
Large Enterprise团队是Miro市场进入策略的关键组成部分，负责在我们的大型企业客户群体中寻找潜在客户、开发并完成合格交易。通过维护现有关系并在最大客户中发现新机会，该团队为未来的扩展和长期收入增长奠定基础。作为该团队的领导者，您将通过年度和半年度交易周期支持客户经理，推动新增收入并续签现有支出。您将负责招聘、指导和发展一支高度积极、充满活力的销售团队，他们以执行战略销售流程并跨多个行业传递Miro的价值主张为荣。虽然我们工作非常努力，但我们同时也重视有趣、协作和平衡的文化，并在快速发展的环境中提供丰富的内部成长和职业发展机会。
关于职位
Miro的Large Enterprise团队是我们市场进入策略的重要支柱，通过新客户获取和在最大客户群体中的扩展来推动增长。作为该团队的负责人，您将管理并指导一组客户经理，支持他们在管道生成、战略销售周期和成交动作中达成ARR和GRR目标。您还将专注于在我们的大型企业客户群（5k+ FTE）中扩展和续签业务，特别是在财富1-1000强企业中，帮助为长期增长和未来产品采用奠定基础。这是一个独特的机会，可以建立卓越和高绩效的文化，同时培养顶尖的销售人才，并在广泛的行业中传递Miro的价值主张。
您将负责
- 指导和带领5-6名客户经理，支持他们在大型企业客户群体（5k+员工）中的潜在客户和客户账户。
- 在Miro推荐的销售方法论（MEDDPICC、信息掌控）周围建立卓越文化
- 培养强大的辅导和职业发展文化，提升团队技能并鼓励未来的职业发展
- 支持在Miro平台上新客户和现有客户的开拓、开发、成交和留存
- 与销售开发、客户成功、解决方案工程、服务、营销和运营等跨职能领导合作
- 识别和评估潜在客户机会，制定销售策略并推动交易落地
查看英文原文
About the Team
The Large Enterprise team is a critical component of Miro’s go-to-market strategy, responsible for prospecting, developing, and closing qualified deals across our Large Enterprise segments. This team sets the foundation for future expansion and long-term revenue growth by nurturing existing relationships and identifying new opportunities within our largest accounts. As a leader of this team, you will support Account Executives through annual and semi-annual deal cycles, driving net-new revenue and renewing existing spend. You will be responsible for hiring, coaching, and developing a highly motivated, upbeat sales team that takes pride in running strategic sales motions and delivering the Miro value proposition across a broad range of industries. While we work extremely hard, we also prioritize a fun, collaborative, and well-balanced culture, and offer plentiful opportunities for internal growth and career development in our fast-growing environment.
About the Role
The Large Enterprise team at Miro is a critical pillar of our go-to-market strategy, responsible for driving growth through both new logo acquisition and expansion within our largest customer segments. As the leader of this team, you will manage and mentor a group of Account Executives, supporting them in pipeline generation, strategic sales cycles, and closing motions to achieve ARR and GRR targets. You'll also focus on expanding and renewing business within our Large Enterprise customer base (5k+ FTE), particularly across the Fortune 1-1000, helping to lay the foundation for long-term growth and future product adoption. This is a unique opportunity to build a culture of excellence and high performance, while developing top sales talent and delivering the Miro value proposition across a wide range of industries.
What you’ll do
- Coach, enable and lead a team of 5-6 Account Executives supporting prospect and customer accounts in the Large Enterprise segment (5k+ employees).
- Build a culture of excellence around Miro-preferred sales methodologies (MEDDPICC, Command of the Message)
- Cultivate a strong culture of coaching and career development to enhance the skills set of their team and encourage future career progression
- Support prospecting, developing, closing, and retaining new and existing customers on our Miro Platform
- Collaborate with cross functional leaders in Sales Development, Customer Success, Solutions Engineering, Services, Marketing, and Operations
- Identify, Establish and Cultivate relationships with Senior Level Executives
- Forecast Pipeline Accurately and Achieve monthly/quarterly quotas
- Drive new, creativity strategies for the team and org at large
- Help Blueprint and Drive Best Practices across the sales organization
What you’ll need
- 7-10+ total years in B2B SaaS sales with 5+ years in enterprise
- 2-4+ years of frontline sales leadership experience
- Background at high-growth SaaS companies that have scaled enterprise motion
- Experience selling into 5,000-10,000+ employee organizations
- Track record of consistently exceeding quota (100-120%+ attainment)
- Experience selling into complex organizational structures spanning IT, Product, Engineering, Design, and Business Operations stakeholders
- Experience selling SaaS platforms with multiple product lines, add-on modules, or tiered packaging
- Strong prospecting, Territory/Account planning, and team-selling experience
- Excellent communication skills, ability to build relationships and work cross-functionally
What's in it for you
- 401k matching + Competitive equity package
- Excellent Medical, Dental and Vision health benefits
- Fertility & Family Forming Benefits
- Flexible time off
- Lunch, snacks and drinks provided in the office
- Wellbeing benefit and WFH equipment allowance
- Annual learning and development allowance to grow your skills and career
- Up to $2,000 of charitable donation matches each year
The reasonably estimated salary range is specific to Los Angeles and may not be applicable to other locations. Final compensation and total package components will be based on individual factors such as the candidate's skills, qualifications, and experience. The range for this role is:
Los Angeles salary range
$268,000—$368,500 USD
The reasonably estimated salary range is specific to San Francisco and may not be applicable to other locations. Final compensation and total package components will be based on individual factors such as the candidate's skills, qualifications, and experience. The range for this role is:
San Francisco salary range
$268,000—$368,500 USD
The reasonably estimated salary range is specific to New York and may not be applicable to other locations. Final compensation and total package components will be based on individual factors such as the candidate's skills, qualifications, and experience. The range for this role is:
New York salary range
$268,000—$368,500 USD
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 a better version of ourselves every day. If this sounds like something that excites you, we want to hear from you!
Check out more about life at Miro:
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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.
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Originally posted on Himalayas