Principal, Field Excellence

Miro Group; Greater London; Hybrid; GBP 120,000 - 180,000; Full time

Benefits offered by this job

equity

wellbeing benefit

WFH equipment allowance

Learning & Development stipend

Job summary

Miro is seeking a Principal, Field Excellence to standardize pipeline generation, discovery, qualification, and deal progression across global field teams. The role reports to the Head of GTM Enablement and collaborates with regional VPs and the CRO.

You will own the Sales Excellence program, codify top performers' practices, and integrate AI-driven coaching and analytics to lift performance across all segments and regions. Expect a data-driven, globally coordinated impact.

Qualifications

• 8+ years of selling experience and 3+ years in sales management and enablement.
• Track record of driving adoption at regional/global scale.
• Comfort with call data, win/loss, and pipeline analytics.
• Clear understanding of KPIs for GTM organizations.
• Deep knowledge of MEDDPICC or Command of the Message.
• Fluency with AI to improve sales effectiveness.
• Ability to influence senior sales leaders to drive pipeline and revenue.
• Strong facilitation skills with experienced sellers and managers.

Responsibilities

• Own Miro’s Sales Excellence program, guiding pipeline generation and stage exits.
• Be the resident MEDDPICC and Command of the Message expert, driving adoption.
• Document top performers’ practices and convert them into scalable standards.
• Define rubrics and scoring for AI call-scoring and coaching signals.
• Partner with regional leaders to embed coaching in team cadences.
• Demonstrate impact via measurable changes in rep behavior, methodology adherence, and win rates.

Skills

8+ years selling

Sales enablement

MEDDPICC

Command of the Message

AI in sales

Influence leaders

Analytics

Facilitation

Tools

AI tooling

Job description

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. 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.

• equity
• a wellbeing benefit
• a WFH equipment allowance
• an annual Learning & Development stipend

#LI-ED1

A 30-min interview to discuss your relevant skills, perspective on resilience, experience, and what motivates you to join Miro.

02. Hiring Manager

The hiring manager will meet to discuss your experience and fit for the role by assessing whether you align with the Miro Mindset (Curiosity, Drive, Resilience, Empathy, Cognitive Agility & Accountability). This interview usually takes 90-120 minutes.

03. Skill Assesment

An interactive presentation to see your skills in action, based around a particular case study or business problem.

04. Meet the Team

Here you will meet cross-functional stakeholders, and we will ask evidence-based questions to evaluate how well you align with the role and Miro's values and culture.

Meet a member of the leadership team to discuss Miro’s company values and share your vision for success at Miro.

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!

At Miro, we strive 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.