Cribl

Solutions Engineer

• Lead the Department of War and Intelligence Community Solutions Engineering team, reinforcing sales methodology and metrics-led best practices
• Mentor Solutions Engineers on pre-sales techniques for securing new clients and expanding within existing customers across Cribl’s portfolio
• Assess and develop team members’ technical capabilities
• Conduct performance reviews, assess skill sets, coach performance and personnel matters, and create development opportunities
• Partner with Regional Sales Directors and Regional Sales Managers to align SE coverage, sales plays, and campaigns with revenue targets
• Deliver customer presentations, explain Cribl products and services, conduct product demonstrations, and oversee SE-led Proof of Value events, including in classified and air-gapped environments when required
• Build relationships across the channel and Federal Systems Integrator community with Partner SE and Alliances teams
• Recruit, hire, and onboard Solutions Engineers in the National Capital Region
• Stay current on the DoW/IC mission, budget, acquisition landscape, contract vehicles, FedRAMP and DoD Impact Level authorizations, Zero Trust, and federal logging mandates
• Identify problem areas, formulate relevant solutions, and execute them effectively
• Occasionally perform duties outside standard working hours across time zones

Solutions Engineering Manager, Department of War – Intelligence Community

Technical Customer Success

• Act as a trusted strategic advisor throughout the customer success lifecycle, from onboarding to expansion
• Become the trusted Cribl product expert as customers build observability pipelines
• Establish and maintain stakeholder and senior-management relationships
• Drive customer success plans and KPIs for largest customers
• Communicate with tech-touch customers using the customer success platform and data-driven metrics
• Expand usage of existing use cases and identify new use cases, teams, and data sources
• Reduce, enrich, and route customer data to drive continued value
• Collaborate cross-functionally with sales, marketing, product, experience, and engineering teams as the voice of the customer
• Keep customers healthy throughout their customer journey and help them realize value and grow
• Inspire, mentor, and coach team members
• Occasionally perform duties outside standard working hours across time zones

Customer Success Engineer

Sales

• Focus on a Public Sector territory
• Develop a business plan to overachieve sales goals
• Manage and maintain the entire sales ecosystem from lead generation through closing
• Help customers understand Cribl’s value during the sales process
• Articulate Cribl’s value proposition from engineers to C-level executives
• Forecast predictably and hit sales targets
• Occasionally perform duties outside standard working hours due to work across many time zones

Regional Sales Manager – Public Sector

• Develop a business plan to overachieve sales goals
• Manage and maintain the entire sales ecosystem from lead generation through closing
• Help customers understand Cribl’s value during the sales process
• Articulate Cribl’s value proposition from engineers through CxO-level stakeholders
• Forecast predictably and hit sales targets
• Occasionally perform duties outside standard working hours due to work across many time zones

Regional Sales Manager – Enterprise

• Help customers understand the value of Cribl during the sales process
• Demo the product and answer customer questions during initial sales calls
• Support customers during proof of concept sessions
• Document interesting use cases in blog posts and product documentation
• Travel up to 30%
• Occasionally perform duties outside standard working hours across time zones

Solutions Engineer – Enterprise

• Build and execute a territory plan to consistently exceed quota selling into Veteran Affairs
• Own the 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
• May occasionally perform duties outside standard working hours because work spans many time zones

Regional Sales Manager, PubSec

Manager

• Develop and execute the EMEA go-to-market plan for priority GSI partners, aligned with Cribl’s global alliance strategy and regional sales priorities
• Work with Cribl and GSI sales teams to identify accounts, develop opportunities and support joint customer pursuits
• Develop relationships across GSI partners, from senior leadership and practice leads through sales and technical teams
• Help partners build Cribl capability through training, certifications, enablement and joint business planning
• Create repeatable partner solutions and services around security, observability, cloud and data
• Connect Cribl account teams with the right GSI teams and establish cadence for account mapping, opportunities and joint activity
• Own partnership metrics including pipeline, revenue, enablement and partner engagement, with regular business reviews
• Grow Cribl’s GSI business across EMEA
• Make Cribl relevant inside strategic GSIs and turn relationships into customer opportunities and revenue across EMEA

Partner Business Manager

Sales Engineer

• Lead technical discovery to understand a customer's environment, requirements, constraints, and success criteria
• Design customer-specific solutions combining platform components to fit real architectures and business outcomes
• Own POV and POC execution end to end, tied to agreed success criteria
• Build credibility with security practitioners, including analysts, detection engineers, and security operations leaders
• Handle technical questions and objections, involving specialists for edge cases and difficult evaluations
• Partner with the Regional Sales Manager on account strategy, opportunity planning, and technical win strategy
• Build technical champions inside accounts and expand relationships beyond the first champion
• Run the technical sales process, including CRM hygiene, MEDDPICC alignment, milestones, and follow-through
• Contribute expertise to teammates on the regional solutions engineering team
• Occasionally perform duties outside standard working hours across time zones

Sales Engineer – Eastern Canada

• Help customers understand the value of Cribl during the sales process
• Demo the product and answer customer questions during initial sales calls
• Support customers during proof of concept sessions
• Document interesting use cases in blog posts and product documentation
• Travel up to 30%

• Help customers understand the value of Cribl’s Storage & Analysis products during the entire sales process
• Partner with a dedicated Product Sales Specialist to develop and execute sales strategies, support customer engagement, and drive pipeline growth across Cribl's emerging product lines
• Collaborate with the broader Field team to develop demos and demo content, presentations, and other selling artifacts reflecting customer buying and usage patterns
• Demo the product and answer customer questions during initial sales calls
• Deliver sales presentations and technical information about Cribl’s products and services
• Conduct product demonstrations and execute Proof of Value events
• Guide customers through proof-of-concept activities and help ensure successful outcomes
• Document interesting use cases in blog posts and product documentation
• Occasionally perform duties outside standard working hours across time zones

Sales Engineer, Storage & Analysis – EMEA

• Help customers understand the value of Cribl during the sales process
• Demo the product and answer customer questions during initial sales calls
• Support customers during proof of concept sessions
• Document interesting use cases in blog posts and product documentation
• Travel up to 30%
• Occasionally perform duties outside standard working hours due to work across many time zones

Solutions Engineering Manager, Department of War – Intelligence Community

Customer Success Engineer

Regional Sales Manager – Public Sector

Regional Sales Manager – Enterprise

Solutions Engineer – Enterprise

Regional Sales Manager, PubSec

Partner Business Manager

Solutions Engineer

Sales Engineer – Eastern Canada

Solutions Engineer – Enterprise

Sales Engineer, Storage & Analysis – EMEA

Solutions Engineer, Enterprise