Department: Core Sales

Location: Tokyo, JP

Office: Tokyo

About the Team

The Commercial team sits at the heart of Miro’s new business engine. We work with mid-market companies — from 500 to 3,000 employees — at a moment when they’re large enough to demand a real evaluation process but agile enough that the right champion can move a deal in weeks. The team blends high transaction volume with an increasing push toward strategic, multi-stakeholder selling. This is where a strong SMB closer levels up into a true enterprise seller.

About the Role

Mid-market companies are under more pressure than ever to do more with less — and that’s exactly where Miro wins. As a Commercial AE, you’re responsible for identifying, engaging, and closing net-new logos across the 500–3,000 employee segment, while also expanding within a set of existing accounts. The motion blends high velocity with increasing rigour: fast-cycle deals alongside multi-stakeholder evaluations and formal business cases.

What You’ll Do

→Drive net-new logo acquisition

Develop and execute a territory strategy to land companies in the 500–3,000 EE range, owning every stage from outbound prospecting to signed contract.

→Manage pipeline at scale

Balance volume and quality across a mixed portfolio of fast-cycle deals and more structured evaluations, supported by the SDR team.

→Apply MEDDPICC rigorously

Lead multi-stakeholder discovery across Lines of Business, IT, and executive buyers; build a business case that moves committees.

→Engage director-level and above

Build relationships with decision-makers and economic buyers; communicate Miro’s value in terms of business outcomes, not features.

→Expand strategically within accounts

Identify incremental expansion opportunities in your install base, working the hybrid new logo and growth motion effectively.

→Forecast and commit accurately

Maintain a clear view of pipeline health using Salesforce; leverage leading indicators and communicate risks early.

What You’ll Need

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.

AI fluency and curiosity — able to leverage AI tools to improve productivity, research, account planning, and customer engagement.

Proficiency with Salesforce, Outreach (or similar), and Gong.

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.