Principal Account Executive - New Products (AI Platform)

About the Team

The [New Products Team] is at the forefront of Miro’s multi-product strategy, responsible for testing positioning, solutioning, pricing and packaging; serving as a critical input to the feedback loop; and acting as the tip of the spear for field enablement. This is a new, high-impact function within GTM that will play a vital role in expanding Miro’s footprint. 

About the Role

As a New Product Specialist, you’ll lead the go-to-market execution for Miro’s AI Platform. Operating as a commercial overlay, you’ll generate demand, deliver strategic demos, and close the first wave of customer deals. You’ll play a critical role in validating the full end-to-end motion—from product promise and messaging to commercial packaging, solution design, and successful value realization in the field.
 This role is built for entrepreneurial sellers who thrive in ambiguity, understand how Engineering and Product Operations teams work, and can credibly translate the value of AI-powered solutions into these domains.

What you’ll do

• Execute targeted sales motion to land early customer deals, pressure testing positioning, pricing, and solution design in real customer environments
• Partner with AEs, SEs, and Post-Sales to co-sell, support pilots, and ensure strong implementations
• Act as the connective tissue between the field and internal teams—turning customer insight into actionable feedback for Product, Marketing, and Enablement
• Pressure test the full GTM lifecycle—from value proposition and pricing through to successful adoption and measurable outcomes, translating early learnings into repeatable sales plays and enablement content
• Accurately forecast AI platform opportunities for new and existing business

What you’ll need

Experience:

• 7+ years in a quota-carrying SaaS AE/AM role, selling into large enterprise and strategic accounts
• Deep understanding of Engineering and/or Product Operations functions, with firsthand experience mapping common workflows, pain points, and strategic initiatives
• Experience selling to technical and operational buyers (e.g., Heads of Engineering, Product and/or Product Operations)
• Experience as a founding overlay, vertical specialist, or incubator is a plus
• Background in Product Management, Solution Engineering, or Professional Services is a plus

Technical Skills:

• AI literacy, with the ability to connect the value of AI-powered solutions into real-world outcomes for EPD personas
• Excellent discovery, strategic account planning, and consultative value selling skills
• Proficiency in applying a structured sales framework (i.e., Command of the Message or equivalent), confident executing product demos independently

Soft Skills:

• Self-starter who can operate independently with minimal structure
• Strong communicator, both internally and externally
• Comfortable engaging with VP+ stakeholders and running strategic conversations

What's in it for you

• Competitive equity package
• Health insurance for you and your family
• Corporate pension plan
• 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
• Opportunity to work for a globally diverse team