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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 A