Global Field Excellence Lead: MEDDPICC & Enablement

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

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.