Strategic Account Manager

Miro

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 and Higher Education customers in NSW and QLD. 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 fuelled by ongoing government investment in digitisation and innovation. As a Strategic Account Manager, you will own the end-to-end relationship and strategic growth for a portfolio of Miro's State Government and Higher Education 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 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. #LI-AN1

Miro

About the Team The Professional Services organization at Miro is focused on ensuring our Enterprise customers achieve exceptional outcomes through the Innovation Workspace. Our team of strategic advisors, onboarding experts and technical account managers work side-by-side with customers to transform how they collaborate, build and innovate—powered by agentic AI and Miro’s world-class platform. About the Role We are seeking a Technical Account Manager (TAM) to partner with Enterprise customers and help them maximize the business value of their investment in Miro. As a TAM, you will act as a fractional strategic advisor—guiding customers through workflow optimization, driving AI-powered adoption and embedding Miro into their innovation operating models. TAMs are key players in evolving how the world’s most innovative companies Discover, Define, and Deliver new products and services. You will combine product knowledge, strategic insight, technical fluency and change management expertise to drive measurable outcomes for your customers. What you’ll do * Guide customers in designing and evolving AI-driven workflows across the Discover–Define–Deliver innovation lifecycle. * Recommend and architect integration strategies and automation opportunities utilizing Miro’s API, WebSDK & MCP that drive alignment, speed and business value. * Provide guidance on embedding Miro into the customer’s existing systems and ways of working. * Proactive Technical Optimization * Monitor platform health, engagement, usage patterns and feature adoption. * Deliver proactive, insight-driven recommendations to deepen adoption of Miro’s core and emerging AI capabilities. * Change Management & Scaling * Equip internal champions with strategies to scale adoption across departments, regions and teams. * Support customer Centers of Excellence (CoEs) with guidance on best practices, governance and deployment at scale. * Navigate organizational change to help Miro become a strategic pillar in innovation initiatives. * Strategic Alignment & Continuous Improvement * Co-facilitate Quarterly Business Reviews (QBRs) with Customer Success Managers to track progress against business goals. * Provide adoption reporting and business outcome analytics to inform ongoing strategy. What you’ll need * 5+ years in consulting, technical account management, forward deployed engineering or similar roles in enterprise SaaS. * Strong technical fluency: familiarity with APIs, integrations and enterprise IT ecosystems. * Proven ability to lead workflow optimization, platform adoption and large-scale change management initiatives. * Experience leveraging AI, prompt engineering and agentic workflows to support & enable customer use cases; familiarity with MCP and low/no code tooling a plus. * Expertise in platform analytics to drive data-informed decisions and continuous improvement. * Skilled at facilitating executive-level discussions and cross-functional workshops. * Familiarity with collaboration tooling and product/service development workflows is a plus. * Highly proactive, strategic thinker with a strong customer outcome orientation. * Willing to travel to customer sites up to 25%  About the Engagement Model * Fractional Engagement Model: Support a portfolio of up to three enterprise customers at 33%, 50% or 100% dedication levels. * Strategic Advisory Focus: TAMs provide strategic vision, technical program management and workflow optimization guidance—not technical support, formal training delivery or custom development services. Why You’ll Love Working Here * You’ll help shape how the world’s leading companies innovate and collaborate in the AI-powered era. * You’ll join a highly motivated, collaborative and customer-obsessed team. * You’ll work on cutting-edge problems at the intersection of collaboration, innovation and AI. * You’ll have the opportunity to grow your career in a fast-paced, mission-driven environment. 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. #LI-AN1

Stripe

WHO WE ARE ABOUT STRIPE Stripe is a financial infrastructure platform for businesses. Millions of companies—from the world's largest enterprises to the most ambitious startups—use Stripe to accept payments, grow their revenue, and accelerate new business opportunities. Our mission is to increase the GDP of the internet, and we have a staggering amount of work ahead. That means you have an unprecedented opportunity to put the global economy within everyone's reach while doing the most important work of your career. ABOUT THE TEAM Technical Account Managers work cross-functionally to support the largest and most complex Stripe users. Through trusted relationships, we offer customized, strategic consultations and proactively identify opportunity areas to help businesses deliver more value to their customers, optimize technical operations on their teams, and accelerate their global growth with Stripe. WHAT YOU'LL DO RESPONSIBILITIES * Provide a Gold Standard Experience to your assigned accounts' key stakeholders * Work with the wider Operations team to provide current state, resources, and knowledge to enable Gold Standard Experience across teams interacting directly with the user via support channels, external documentation, or product and feature feedback or development * Foster long-term user relationships that grow loyalty to Stripe and Stripe products * Work cross-functionally both internally and within your user's organizations to provide and implement operational solutions on subjects not limited to fraud, disputes, declines, product adoption, and global expansion * Work closely with Customer Success and other user-facing teams as part of a larger effort to support users on Stripe * Lead user-facing meetings both in person and through video chat * Collaborate on the continued design of this support offering * Create user-facing content for long-term solutions WHO YOU ARE We're looking for someone who meets the minimum requirements to be considered for the role. If you meet these requirements, you are encouraged to apply. The preferred qualifications are a bonus, not a requirement. MINIMUM REQUIREMENTS * Minimum 3 years of experience in enterprise-level client-facing work * Strong product sense and a drive to solve difficult, user-related problems * Strong written and verbal communication skills in English * Ability to lead complex integration conversations in a highly consultative and proactive manner * Familiarity with APIs and ability to explain API concepts to the largest and most technical Stripe customers * Familiarity with SQL and the ability to build basic queries and modify more complex ones * Strong technical troubleshooting skills and comfort interfacing with technical teams * A professional, confident, and collaborative personality as an adept client relationship manager, capable of engaging in business-level and technical conversations at multiple levels of the organization PREFERRED QUALIFICATIONS * An operations-savvy mindset, with the ability to identify and eliminate process friction while continuing to build scalable processes * Experience in small-to-medium-scale project management * Strong organizational skills and self-starting mindset * Experience with tools like Postman, Xcode, Python, Webhooks, and ETL * Experience in the payments industry