Director, Solutions Engineering – Enterprise AMER

Cribl

. Guide a high-visibility, high-impact team at the forefront of the AI and observability shift .

Posted 10/15/2026full-timeRemote • United States, CanadaLead💰 $180,000 - $240,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in leading technical pre-sales teams, driving sales strategies, and optimizing customer engagement through AI and automation. Proven ability to mentor and develop team members while achieving significant revenue targets in complex enterprise environments.

Highest-signal resume keywords

Technical Pre-Sales LeadershipAI Tools AdoptionMulti-Product SellingSales Methodology ExpertiseEnterprise Account Management

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Sales Strategy DevelopmentTechnical EnablementConsultative SellingPlatform MigrationQuota AttainmentTalent Strategy DesignProof of Value OptimizationEnterprise Deal SupportCoaching and MentoringAutomation Implementation

Soft Skills

Effective CommunicationTeam ManagementProblem SolvingAdaptabilityProfessional Attitude

Tools & Technologies

Cribl Product SuiteTelemetry/Data Pipeline PlatformsRemote Conferencing ToolsSalesforceCollaboration Software

Certifications & Qualifications

Bachelor's Degree or Equivalent

Industry Keywords

ObservabilitySecurity (SIEM/SOC)DevOpsCloud InfrastructureCustomer SuccessSales Methodologies (MEDDIC)Enterprise SalesTechnical Sales CyclesCross-Functional CollaborationCustomer Satisfaction

Tech Stack

Tools & technologies

Cloud

About the role

Key responsibilities & impact

Guide a high-visibility, high-impact team at the forefront of the AI and observability shift
Shape Cribl’s GTM strategy as the multi-product platform scales across Stream, Edge, Lake, and Search
Build and lead a team of Solutions Engineers and SE Managers serving as product introduction, evaluation, and education experts
Design and execute talent strategy for the AMER SE team, including recruiting, enablement, career pathing, and retention
Champion AI and automation adoption across the SE organization to streamline technical enablement, accelerate PoV delivery, and optimize pre-sales workflows
Assess and develop team members’ technical capabilities across the platform and emerging AI/agentic telemetry use cases
Mentor SE Managers and SEs on technical and non-technical pre-sales techniques
Partner with Enterprise sales leadership to achieve regional quota and consumption/ARR expansion targets
Optimize Proof of Value conversion rates, shorten technical sales cycles, and standardize sales methodologies such as MEDDIC
Implement sales plays including land-and-expand, platform/on-prem-to-cloud migration, and consumption selling
Partner with Customer Success on technical handoffs, adoption, Net Retention Rates, and customer satisfaction
Advise revenue leaders on sales strategy, platform-selling motions, and product obstacles or gaps
Coordinate cross-functional resources including Staff/Principal SEs, Partner SEs, Technical Enablement, and Professional Services
Deliver executive-level presentations, represent Cribl’s product portfolio, and conduct or oversee PoV events and product demonstrations
Collaborate with product, engineering, marketing, and channel/FSI partners as the platform expands
Occasionally perform duties outside standard working hours across time zones

Requirements

What you’ll need

Proven ability to communicate effectively in presentations—in person, by phone, and via remote conferencing—with executive-level customers, direct reports, and the Cribl Leadership Team
History of successfully leading a technical pre-sales team or region at a software company that drives target attainment against monthly, quarterly, and annual quota and consumption targets
Proven experience leading SE Managers (a leader of leaders), including coaching managers through multi-product/platform-selling motions
Experience supporting large, complex, multi-year Enterprise deals, ideally including multi-product bundling and/or on-prem-to-cloud/hybrid migration motions
Ability to teach consultative, land-and-expand selling methodology for identifying new and existing opportunities across a multi-product portfolio
Demonstrated mindset of leveraging AI tools and modern automation to enhance personal and team efficiency, leading by example in adopting new ways of working
Bachelor's Degree or equivalent AND 5+ years of experience in a customer-facing pre-sales leadership role, OR equivalent combination of education and experience
Ability to travel approximately 30%
Experience building technical champions and executive relationships within large Enterprise accounts
Background in Observability, Security (SIEM/SOC), DevOps, or Cloud infrastructure
Familiarity with Cribl's product suite, or a comparable vendor-agnostic telemetry/data pipeline platform
Proven self-starter with a motivated attitude, able to manage multiple tasks, projects, and responsibilities simultaneously
Ability to work under pressure and meet deadlines, while maintaining a pleasant and professional attitude toward your team, customers, and co-workers

Benefits

Comp & perks

Health insurance
Dental insurance
Vision insurance
Short-term disability insurance
Life insurance
Paid holidays
Paid time off
Fertility treatment benefit
401(k)
Equity
Incentive compensation (commission) for sales and some sales-adjacent roles
Cribl Corporate Bonus Program for all other roles