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Salary: USD 180,000 - 240,000 / annual
Cribl is building telemetry infrastructure for the AI era, partnering with IT and Security teams at Fortune 100 enterprises to bridge AI ambition with infrastructure reality. The company is a fast-growing private player in the observability and data pipeline space, operating as a remote-first organization.
As Director of Solutions Engineering for Enterprise AMER, you will lead a high-impact pre-sales team responsible for product introduction, evaluation, and technical education across Cribl's multi-product platform (Stream, Edge, Lake, Search). This is a leadership role with direct influence on GTM strategy and organizational scaling.
Key responsibilities include:
**Team Leadership & Development:** Build and lead a team of Solutions Engineers and SE Managers. Design and execute comprehensive talent strategy encompassing recruiting, enablement, career pathing, and retention. Champion adoption of AI and automation tools to streamline technical enablement and accelerate proof-of-value delivery. Develop technical capabilities across the platform and emerging AI/agentic telemetry use cases. Provide ongoing mentorship to SE Managers and individual contributors, fostering a customer-first mindset.
**GTM Strategy & Execution:** Partner with Enterprise sales leadership to hit regional quota and consumption/ARR expansion targets, focusing on multi-product attach and Cribl.Cloud consumption growth. Drive pre-sales operational excellence by optimizing proof-of-value conversion rates, shortening technical sales cycles, and standardizing shared sales methodologies (e.g., MEDDIC). Innovate and implement sales plays including land-and-expand, platform/on-prem-to-cloud migration, and consumption selling. Partner with Customer Success to ensure seamless technical handoffs and drive high Net Retention Rates.
**Cross-Functional Collaboration:** Provide strategic guidance to revenue leaders on sales strategy, platform-selling motions, and product gaps. Coordinate cross-functional resources (Staff/Principal SEs, Partner SEs, Technical Enablement, Professional Services). Deliver executive-level presentations and oversee critical proof-of-value events. Collaborate with product, engineering, marketing, and channel partners as the platform expands.
The role requires occasional work outside standard hours due to remote-first, multi-timezone operations. Approximately 30% travel is expected.
**Requirements:**
- 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
- Proven ability to communicate effectively in presentations (in-person, phone, remote conferencing) with executive-level customers, direct reports, and leadership
- History of successfully leading a technical pre-sales team or region at a software company, driving target attainment against monthly, quarterly, and annual quota and consumption targets
- Proven experience leading SE Managers (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 opportunities across a multi-product portfolio
- Demonstrated mindset of leveraging AI tools and modern automation to enhance personal and team efficiency
- Ability to travel approximately 30%
**Preferred Qualifications:**
- 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 comparable vendor-agnostic telemetry/data pipeline platforms
- Proven self-starter with motivated attitude, able to manage multiple tasks and projects simultaneously
- Ability to work under pressure while maintaining professional attitude
