Field Excellence Principal

Miro; Greater London; On-site; GBP 120,000 - 190,000; Full time

Job summary

Miro is seeking a Principal, Field Excellence to standardize and elevate our sales pipeline across regions. This global, IC role reports to the Head of GTM Enablement and partners with regional VPs and the CRO to drive adoption of MEDDPICC and Command of the Message.

You will codify top performers, craft scoring rubrics for AI-driven coaching, and build the systems that ensure rigorous qualification, enabling faster stage exits and higher win rates.

Qualifications

• 8+ years selling experience and 3+ years sales management experience.
• Deep knowledge of MEDDPICC or Command of the Message.
• Fluency with AI and using it to make sales teams more efficient and effective.
• Strong facilitation skills with experienced sellers and managers.
• Comfort working with call data, win/loss, and pipeline analytics.
• Clear understanding of key performance metrics for GTM orgs.

Responsibilities

• 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.
• 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.

Skills

MEDDPICC

Command of the Message

Sales analytics

AI in sales

Executive facilitation

Pipeline management

GTM metrics

Job description

• 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
• 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

• A record of driving adoption at a regional or global scale - owning a program/initiative, driving a behavioral change, and reinforcing adoption
• 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
• Fluency with AI and experience using it to make sales teams more efficient and effective
• 8+ years selling experience and 3+ years sales management experience
• Deep working knowledge of at least one enterprise sales methodology (MEDDPICC or Command of the Message)
• Comfort working directly in call data, win/loss, and pipeline analytics
• Clear understanding of key performance metrics for GTM orgs