Principal, Field Excellence

<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 benefits package generally includes equity, a wellbeing benefit, a WFH equipment allowance, and an annual Learning &amp; 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&nbsp;<a href="https://miro.com/app/board/uXjVG8Fi8Yc=/?moveToWidget=3458764661021134968&amp;cot=10" target="_blank"><u>Global Miro benefits board</u>.</a></p> <p style="color: #f9f6f0;">#LI-ED1</p><div class="content-conclusion"><h4><strong>About Miro</strong></h4> <p class="p1">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.</p> <p class="p1">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!</p> <p>Check out more about life at Miro:&nbsp;</p> <ul class="p-rich_text_list p-rich_text_list__bullet" data-stringify-type="unordered-list" data-indent="0" data-border="0"> <li data-stringify-indent="0" data-stringify-border="0">Youtube:&nbsp;<a class="c-link" href="https://www.youtube.com/@lifeatmiro" target="_blank" data-stringify-link="https://www.youtube.com/@lifeatmiro" data-sk="tooltip_parent">https://www.youtube.com/@lifeatmiro</a></li> <li data-stringify-indent="0" data-stringify-border="0">Blog:&nbsp;<a class="c-link" href="https://miro.com/careers/life-at-miro/all/" target="_blank" data-stringify-link="https://miro.com/careers/life-at-miro/all/" data-sk="tooltip_parent">https://miro.com/careers/life-at-miro/all/</a></li> <li data-stringify-indent="0" data-stringify-border="0">Instagram: <a href="https://www.instagram.com/mirohq/">https://www.instagram.com/mirohq/</a></li> </ul> <hr> <p><span style="font-weight: 400;">At Miro, we strive to create and foster an environment of belonging and collaboration across cultural differences.&nbsp;</span><span style="font-weight: 400;">Miro’s mission — </span><em><span style="font-weight: 400;">Empower teams to create the next big thing</span></em><span style="font-weight: 400;"> — is how we think about our product, people, and culture. </span><span style="font-weight: 400;">We believe that creating big things requires diverse and inclusive teams. </span><em><span style="font-weight: 400;">Diversity</span></em><span style="font-weight: 400;"> invites all talent with different demography, identities and styles </span><em><span style="font-weight: 400;">to step in</span></em><span style="font-weight: 400;">, and </span><em><span style="font-weight: 400;">inclusion</span></em><span style="font-weight: 400;"> invites them to step </span><em><span style="font-weight: 400;">closer together. </span></em><span style="font-weight: 400;">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.</span></p> <p><span style="font-weight: 400;"><strong data-stringify-type="bold"><strong>Miro handles and uses personal data of job applicants in line with its <a href="https://miro.com/legal/recruitment-privacy-policy/" target="_blank">Recruitment Privacy Policy</a> found <a href="https://miro.com/legal/recruitment-privacy-policy/" target="_blank">here</a>.&nbsp;</strong></strong></span></p></div>

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