About the role
<h4><strong>
About
the Team</strong></h4> <div class="sc-eucuRR eZyTkX"> <div class="sc-cYWyaL hpCUnt"> <div>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.&nbsp;</div> </div> </div> <div class="sc-eucuRR eZyTkX"> <div class="sc-cmZgWc lnEiAS">&nbsp;</div> </div> <h4><strong>
About
the Role</strong></h4> <div class="sc-eucuRR eZyTkX"> <div class="sc-cYWyaL hpCUnt"> <div>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.<br><br>This is an individual contributor role reporting to the Head of GTM Enablement, working directly with regional Sales VPs and the CRO.</div> </div> </div> <div class="sc-eucuRR eZyTkX"> <div class="sc-cmZgWc lnEiAS">&nbsp;</div> </div> <h4><strong>What you’ll do</strong></h4> <ul> <li>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</li> <li>Be the resident expert in MEDDPICC and Command of the Message, consistently driving adoption through our field teams</li> <li>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</li> <li>Define the behavioral rubrics and scoring criteria used by Miro's AI call-scoring and coaching-signal systems</li> <li>Partner with regional Sales leaders to embed coaching and inspection of critical sales skills into team cadences</li> <li>Prove impact through measurable changes in rep behavior, methodology adherence, pipeline generation, sales velocity, and win rates</li> </ul> <h4><strong>What you’ll need</strong></h4> <ul> <li>8+ years selling experience and 3+ years sales management experience</li> <li>A record of driving adoption at a regional or global scale - owning a program/initiative, driving a behavioral change, and reinforcing adoption&nbsp;</li> <li>Comfort working directly in call data, win/loss, and pipeline analytics&nbsp;</li> <li>Clear understanding of key performance metrics for GTM orgs&nbsp;</li> <li>Deep working knowledge of at least one enterprise sales methodology (MEDDPICC or Command of the Message)&nbsp;</li> <li>Fluency with AI and experience using it to make sales teams more efficient and effective</li> <li>The ability to influence and partner with senior Sales leaders to drive pipeline and closed-won revenue</li> <li>Strong facilitation skills in front of experienced sellers and managers.</li> </ul> <h4><strong>What's in it for you</strong></h4> <p>We want you to feel supported, connected, and ready to grow. Our global