Solutions Engineering Manager, Department of War – Intelligence Community

Cribl

. Lead the Department of War and Intelligence Community Solutions Engineering team, reinforcing sales methodology and metrics-led best practices .

Posted 10/2/2026full-timeRemote • United StatesMid-LevelSenior💰 $168,000 - $200,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in leading technical pre-sales teams, driving revenue through consultative selling methodologies, and fostering relationships within the Department of War and Intelligence Community. Proficient in managing performance, mentoring team members, and executing sales strategies tailored to government and military clients.

Highest-signal resume keywords

Technical Pre-Sales LeadershipConsultative Selling MethodologiesDoW/IC Operating Environment KnowledgeSales Strategy ExecutionCustomer Relationship Management

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Sales MethodologyPerformance ReviewTechnical Capability AssessmentRevenue Target AttainmentConsultative SellingSales Play ExecutionSecurity Solutions SalesData Pipeline SolutionsLog ManagementTelemetry

Soft Skills

Effective CommunicationMentoringProblem SolvingTeam ManagementMotivated Attitude

Tools & Technologies

NIPRSIPRJWICSFedRAMPDoD Impact Level Authorizations

Certifications & Qualifications

Active or Prior U.S. Security Clearance

Industry Keywords

Department of WarIntelligence CommunityFederal Systems IntegratorAcquisition LandscapeZero TrustFederal Logging Mandates

About the role

Key responsibilities & impact

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

Requirements

What you’ll need

Proven track record of successfully leading a technical pre-sales team or region at a software company, driving target attainment against monthly, quarterly, and annual quota targets
Background of successfully landing and expanding deals within the Department of War (DoD) and the Intelligence Community, including working through the channel and Federal Systems Integrator (FSI) communities
Ability to teach SEs how to identify new and existing opportunities through consultative selling methodologies
Experience in understanding and executing sales plays with an SE team, specifically land and expand plays, and tailoring those plays to drive revenue in your segment
Ability to communicate effectively in presentations with executive-level customers, direct reports, and the Cribl Leadership Team
Experience building technical champions within customers and prospects, including fostering relationships with senior executives and government and military leadership
Proven self-starter with a motivated attitude to manage multiple tasks, projects, and responsibilities simultaneously
Ability to work under pressure and meet deadlines while maintaining a pleasant and professional attitude
Working knowledge of the DoW/IC operating environment, including classified and unclassified networks (e.g., NIPR, SIPR, JWICS), cross-domain considerations, FedRAMP and DoD Impact Level authorizations, and federal acquisition and budget cycles
Bachelor’s Degree or equivalent and a minimum of 5 years of experience in pre-sales, preferably in a leadership capacity
Ability to travel up to 30%
Strong preference for experience selling Security, Observability, and/or data pipeline solutions (e.g., SIEM, log management, telemetry) into DoW and IC customers
Active or prior U.S. security clearance is a plus, but not required
Residence in the DC/VA/MD area

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 other roles