Principal, Field Excellence

About the Team

Miro’s GTM Enablement Team exists to make our go-to-market teams measurably better at their jobs. Our work covers onboarding, skill development, manager coaching, certification, and the AI tooling that increasingly powers all of it. 

About the Role

As Principal, Field Excellence you will be the standard-bearer for how Miro creates, converts, and closes pipeline globally. You'll clarify the standards -- what’s required for pipeline generation, what good discovery sounds like, what qualification rigor means at each stage, what a deal has to demonstrate before it advances -- and then build the systems that make those standards real in the field. This is a global role covering every Sales segment and region.

This is an individual contributor role reporting to the Head of GTM Enablement, working directly with regional Sales VPs and the CRO.

What you’ll do

- Own Miro’s Sales Excellence program, helping reps run Miro's sales methodology end to end, including pipeline generation, creating problem statements, value articulation, running executive-level meetings, and accomplishing stage exit criteria to standard

- Be the resident expert in MEDDPICC and Command of the Message, consistently driving adoption through our field teams

- Codify what top performers actually do, using call data, win/loss analysis, and field observation, then turn it into standards the rest of the organization can execute, up-leveling the selling skills of every Miro seller

- Define the behavioral rubrics and scoring criteria used by Miro's AI call-scoring and coaching-signal systems

- Partner with regional Sales leaders to embed coaching and inspection of critical sales skills into team cadences

- Prove impact through measurable changes in rep behavior, methodology adherence, pipeline generation, sales velocity, and win rates

What you’ll need

- 8+ years selling experience and 3+ years sales management and sales enablement experience 

- A record of driving adoption at a regional or global scale - owning a program/initiative, driving a behavioral change, and reinforcing adoption 

- Comfort working directly in call data, win/loss, and pipeline analytics 

- Clear understanding of key performance metrics for GTM orgs 

- Deep working knowledge of at least one enterprise sales methodology (MEDDPICC or Command of the Message) 

- Fluency with AI and experience using it to make sales teams more efficient and effective

- The ability to influence and partner with senior Sales leaders to drive pipeline and closed-won revenue

- Strong facilitation skills in front of experienced sellers and managers.

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. https://miro.com/app/board/uXjVG8Fi8Yc=/?moveToWidget=3458764661021134968&cot=10

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