About the company
Join the company that’s building the telemetry infrastructure for the AI era. At Cribl, we partner with IT and Security teams at many of the world’s biggest enterprises, including half of the Fortune 100, to bridge the gap between AI ambition and infrastructure reality. As the AI Platform for Telemetry, we give customers the choice, control, and flexibility to manage and analyze telemetry for both humans and agents, so they can build what’s next.
We’re one of the fastest‑growing private companies and a leading player in a massive, fast‑moving market. With a global workforce, we’re remote‑first and grounded in a simple idea: software is a people business. Cribl is the place where curious, collaborative people can do their best work, grow fast, and bring their full selves to the herd.
Responsibilities
- Build and execute a territory plan to consistently exceed quota selling into SLED/California
- Own your entire sales cycle—from outbound prospecting to closing strategic, multi-stakeholder deals
- Develop and nurture relationships across multiple buying centers within large, multinational enterprises
- Drive opportunities using structured sales methodologies like MEDDICC/MEDDPIC to ensure qualification, process rigor, and forecast accuracy
- Clearly articulate Cribl’s value proposition from engineers to C-level executives
- Prioritize customer outcomes and act as a trusted advisor throughout the sales process
- Collaborate cross-functionally with pre-sales, product, and marketing to win high-value opportunities
Requirements
- 7+ years of success in strategic, complex sales (ideally in high-growth or early-stage companies)
- Proven ability to prospect, build pipeline, and self-source SLED opportunities
- Track record of landing and expanding 7-figure deals with Fortune 1000 / G2K accounts
- Experience navigating long sales cycles with multiple buying centers and executive stakeholders
- Comfortable selling multi-product, complex tech to various personas—technical and non-technical
- Familiarity and experience with MEDDICC/MEDDPIC or similar structured sales methodologies
- Ability to craft and deliver a compelling business case, not just sell on pain or features
- Success selling un-budgeted solutions and winning based on value—not brand recognition
- Experience selling through partners or a channel-led motion is a plus
- A demonstrated commitment to excellence, ownership, and long-term success (4+ years average tenure in recent roles)