Sales Strategy and Operations Manager, Miro
Channel
+ Equity
3+ days a week in office
Visual workspace for innovation.
Open for applications
Visual workspace for innovation.
1001+ employees
Open for applications
+ Equity
3+ days a week in office
1001+ employees
Company mission
To empower teams to create the next big thing.
Role
Who you are
- 6+ years of work experience, including 2+ in channel, partnerships, or business development roles
- Advanced Excel or GSheet skills; knowledge of SQL preferred
- Experience with Quote to Cash and Partner Portal/Deal registration processes
- Ability to thrive in a dynamic environment; create structure out of ambiguity; prioritize effectively; communicate clearly to leadership, manager, and cross-functional partners
- Deep sense of accountability, strong project management, and a commitment to continuous process improvement
- This position requires a deep understanding of the SaaS revenue model and partner revenue share structure
- You will need to be fluent in reporting and analytics to evaluate the performance of the Channel business, including creating operating KPIs, pressure testing the viability of financial targets, and identifying areas of opportunity
What the job involves
- In RevOps we have a simple (but not easy) mission to drive predictable, scalable, and profitable revenue growth for Miro. You will join a highly motivated, energetic Revenue Operations Team that takes pride in growing customer relationships, running strategic sales cycles, and delivering the Miro value proposition to a diverse base of accounts globally across all segments
- We are seeking a creative experienced Sales Strategy and Operations Manager to support the Global Channel Team at Miro
- This role will support multiple indirect routes to market including resellers, distribution partners, solution partners, and AWS Marketplace with the goal of driving new business and expansion in Miro’s core markets as well as supporting our strategic bets in Latin America, Asia, Japan, and Emerging Europe
- Analyze partner landscape and identify right partner mix / strategy tied to a value proposition that is beneficial to both Miro and the partner
- Make it easy for partners to do business with Miro
- Partner with Business Technology team to streamline deal registration and optimize the Salesforce PRM configuration
- Bring our own vision and best practices; seek feedback; iterate; drive consensus; execute
- Ensure timely and accurate partner rebates administration, payments
- Drive core business cadences to monitor the health of the business (e.g., forecasting, pipeline reviews, QBRs)
- Partner with Finance to report on ROI of the channel program and support annual planning
- Architect and administer partner programs to align with behaviors that create scale and drive growth; define and analyze operating KPIs
- You will also need to develop a deep understanding of the “day in the life” of our partners and Channel Managers to create an end-user experience that minimizes friction while enforcing the required guardrails
Our take
Millions of employees worldwide have moved to remote working, but existing tools are holding back the potential for collaboration. Tools such as Zoom and Microsoft Teams already provide remote communication platforms to millions of users, but they generally compromise on features required to emulate the team collaboration experience.
Miro has created a platform that provides enterprise tools such as collaborative whiteboards and mind-map software into an accessible and integrated service. As opposed to providing an 'all-in-one' add on, Miro allows businesses to customize and integrate the tools and resources within their individual platform to cater to the team's specific requirements.
Miro’s initial strategy of offering free and discounted subscriptions and then moving to paid models has paid off. The platform currently has over 35 million users and is trusted by enterprises such as VMware, Zendesk and Frog. As part of its ongoing battle with Zoom, Miro acquired video-chat startup Around in 2022, to remain competitive in the market.
Kirsty
Company Specialist
Insights
Company
Funding (last 2 of 4 rounds)
Jan 2022
$400m
SERIES C
Apr 2020
$50m
SERIES B
Total funding: $476.8m
Company benefits
- Excellent Medical, Dental + Vision health benefits
- 401k matching + Stock options
- Free lunches + Office snacks
- Be a part of a culture of learning that will take your professional growth to another level with collaborative + thoughtful team members
- Distributed team across offices globally
Company values
- Play as a team to win the world - We work, learn, and celebrate in collaboration rather than alone.
- Focus on impact and make it happen - We dream big, prioritize outcomes that matter most, and own our commitments.
- Learn, grow and Drive change - We reflect openly on our successes and failures and apply learnings for our work, team, and self-development.
- Practice empathy to gain insight - We look from the perspectives of customers, users, and each other, to deepen understanding.
Company HQ
The East Cut, San Francisco, CA
Articles
Founders
Andrey Khusid
(CEO)Prior to Miro, they founded Vitamin Group specialising in digital technologies and multimedia projects.
Oleg Shardin
(Board Member)They have a Master's degree in Strategic Management. They founded the Vitamin Group in 2005 prior to founding Miro. Initially served as COO for Miro.
Salary benchmarks
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Diversity & Inclusion at Miro
Isabelle Kappetein (Diversity and Inclusion Specialist )
- We are very proud of our 12 Employee Resource Groups. These Mironeer-led spaces help foster a diverse, inclusive workplace, that’s aligned with our values and our collaborative mindsets. With over 100 nationalities represented working from 12 hubs in 8 different countries, our global community flows beyond borders.
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