About the company
Cribl builds the telemetry infrastructure for the AI era, partnering with IT and Security teams at many of the world's biggest enterprises, including half of the Fortune 100. Cribl is a remote-first, fast-growing private company.
Responsibilities
- Build and lead a team of Solutions Engineers and SE Managers across Cribl's full platform
- Design and execute a talent strategy for the AMER SE team: recruiting, enablement, career pathing and retention
- Champion adoption of AI and automation tools across the SE organization
- Assess and develop technical capabilities of team members across the platform and emerging AI/agentic telemetry use cases
- Mentor SE Managers and SEs, fostering a 'Customer First, Always' mindset
- Partner with Enterprise sales leadership to hit regional quota and consumption/ARR expansion targets
- Drive pre-sales operational excellence: optimize PoV conversion rates, shorten technical sales cycles, standardize sales methodologies (e.g., MEDDIC)
- Implement sales plays: land-and-expand, platform/on-prem-to-cloud migration and consumption selling
- Partner with Customer Success for technical handoffs and adoption
- Provide strategic guidance to revenue leaders on sales strategy and platform-selling motions
- Coordinate cross-functional resources and deliver executive-level presentations
- Collaborate with product, engineering, marketing and channel/FSI partners
Requirements
- Proven ability to communicate effectively in presentations with executive-level customers and leadership
- History of leading a technical pre-sales team or region at a software company against monthly, quarterly and annual quota targets
- Proven experience leading SE Managers (a leader of leaders)
- Experience supporting large, complex, multi-year Enterprise deals, including multi-product bundling and on-prem-to-cloud/hybrid migration
- Ability to teach consultative, land-and-expand selling methodology
- Demonstrated mindset of leveraging AI tools and modern automation
- Bachelor's Degree or equivalent AND 5+ years in a customer-facing pre-sales leadership role
- Ability to travel approximately 30%
Conditions
- Remote role based out of United States or Canada
- Remote-first, collaborative environment
- Occasional duties outside standard working hours due to multiple time zones
- Bonus: background in Observability, Security (SIEM/SOC), DevOps or Cloud infrastructure