Director, Solutions Engineering – Enterprise AMER

This is a fully remote position, open to applicants in Canada, +1 more country.

📋 Description

• Lead a prominent team at the cutting edge of AI and observability transformation.

• Define Cribl’s go-to-market strategy as the multi-product platform continues to grow.

• Build and manage a team of Solutions Engineers and SE Managers who serve as experts in product introduction, evaluation, and education.

• Develop and implement a talent strategy for the AMER SE team, focusing on recruitment, enablement, career development, and retention.

• Advocate for the adoption of AI and automation throughout the SE organization.

• Evaluate and enhance team members’ technical skills across the platform and emerging AI/agentic telemetry use cases.

• Guide SE Managers and SEs on both technical and non-technical pre-sales approaches.

• Collaborate with Enterprise sales leadership to meet regional quotas and drive consumption/ARR growth.

• Improve Proof of Value conversion rates, technical sales processes, and shared sales methodologies such as MEDDIC.

• Execute land-and-expand strategies, platform/on-prem-to-cloud migration initiatives, and consumption-selling tactics.

• Work alongside Customer Success on technical handoffs, adoption, net retention, and customer satisfaction efforts.

• Counsel revenue leaders on sales strategy, platform-selling techniques, and any product-related challenges or gaps.

• Coordinate cross-functional resources, including Staff/Principal SEs, Partner SEs, Technical Enablement, and Professional Services.

• Provide executive-level presentations, represent Cribl’s product offerings, and manage or oversee PoV events and demonstrations.

• Collaborate with product, engineering, marketing, and channel/FSI partners as the platform evolves.

• Occasionally fulfill responsibilities outside of standard working hours across different time zones.

⛳️ Requirements

• Demonstrated ability to communicate effectively during presentations—in person, via phone, and through remote conferencing—with executive-level clients, direct reports, and the Cribl Leadership Team.

• Proven track record of successfully managing a technical pre-sales team or region in a software company, achieving targets for monthly, quarterly, and annual quotas and consumption goals.

• Experience in leading SE Managers, including coaching them through multi-product/platform-selling strategies.

• Background in supporting substantial, complex, multi-year Enterprise contracts, preferably involving multi-product bundling and/or on-prem-to-cloud/hybrid migration efforts.

• Capable of teaching a consultative, land-and-expand selling methodology across a diverse product portfolio.

• Proven use of AI tools and modern automation to boost personal and team productivity.

• Bachelor’s Degree or equivalent AND a minimum of 5 years of experience in a customer-facing pre-sales leadership position, or an equivalent combination of education and experience.

• Willingness to travel approximately 30% of the time.

• Preferred: experience in building technical champions and executive relationships within large Enterprise accounts.

• Preferred: background in Observability, Security (SIEM/SOC), DevOps, or Cloud infrastructure.

• Preferred: familiarity with Cribl's product suite or a similar vendor-agnostic telemetry/data pipeline platform.

• Preferred: ability to manage multiple tasks, projects, and responsibilities concurrently.

• Preferred: capacity to perform under pressure and meet deadlines while maintaining a professional demeanor.

• May occasionally be required to perform duties outside standard working hours across time zones.

🏝️ Benefits

• 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 certain sales-adjacent roles

• Cribl Corporate Bonus Program for other positions

• Remote-first work environment