Principal, Field Excellence

Realtimeboardglobal; Greater London; On-site; GBP 100,000 - 150,000; Full time

Benefits offered by this job

Equity

Wellbeing benefit

WFH equipment allowance

Learning stipend

Job summary

Miro is seeking a Principal, Field Excellence to standardize how we create, convert, and close pipeline worldwide. You’ll establish the standards for pipeline generation, discovery quality, qualification rigor, and deal progression, then build systems to realize them in the field.

This is a global, individual-contributor role reporting to the Head of GTM Enablement. You will drive adoption of MEDDPICC and Command of the Message, codify top performers’ practices, and partner with regional leaders

Qualifications

• 8+ years selling experience and 3+ years sales management.
• Record of regional/global adoption programs driving behavioral change.
• Comfort with call data, win/loss, and pipeline analytics.
• Strong understanding of GTM metrics for sales teams.
• Deep knowledge of MEDDPICC or Command of the Message.
• Fluency with AI to improve sales efficiency.
• Ability to influence senior Sales leaders.
• Strong facilitation with experienced sellers and managers.

Responsibilities

• Own Miro’s Sales Excellence program, guiding reps through pipeline generation, discovery, qualification, and exit criteria.
• Be the resident expert in MEDDPICC and Command of the Message to drive adoption.
• Codify top performers’ practices into scalable standards for the organization.
• Define behavioral rubrics and scoring criteria for AI call-scoring and coaching signals.
• Partner with regional Sales leaders to embed coaching into team cadences.
• Demonstrate impact via changes in rep behavior, pipeline, velocity, and win rates.

Skills

Sales experience

Sales management

Adoption programs

Data analytics

GTM metrics

MEDDPICC / CoTM

AI in sales

Stakeholder influence

Facilitation

Job description

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 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.

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About Miro

Miro is a visual workspace for innovation that enables distributed teams of any size to build the next big thing. The platform's infinite canvas enables teams to lead engaging workshops and meetings, design products, brainstorm ideas, and more. Miro, co-headquartered in San Francisco and Amsterdam, serves more than 100M users and 250,000 companies collaborate in the Innovation Workspace. Miro was founded in 2011 and currently has more than 1,600 employees in 13 hubs around the world.

We are a team of dreamers. We look for individuals who dream big, work hard, and above all stay humble. Collaboration is at the heart of what we do and through our work together we hope to create a supportive, welcoming, and innovative environment. We strive to play as a team to win the world and create a better version of ourselves every day. If this sounds like something that excites you, we want to hear from you!

Check out more about life at Miro:

• Youtube: https://www.youtube.com/@lifeatmiro


• Blog: https://miro.com/careers/life-at-miro/all/


• Instagram: https://www.instagram.com/mirohq/

Miro strives to create and foster an environment of belonging and collaboration across cultural differences. Miro’s mission — Empower teams to create the next big thing — is how we think about our product, people, and culture. We believe that creating big things requires diverse and inclusive teams. Diversity invites all talent with different demography, identities and styles to step in, and inclusion invites them to step closer together. Every day, we are working to build a more diverse Miro, cultivate a sense of belonging for future and current Mironeers around the world, and foster an environment where everyone can collaborate and embrace differences.

Miro handles and uses personal data of job applicants in line with its Recruitment Privacy Policy found here.

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