Director, Solutions Engineering – Enterprise AMER

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

📋 Description

• Lead a prominent, high-impact team at the forefront of AI and observability advancements.

• Define Cribl’s go-to-market strategy as the multi-product platform grows across Stream, Edge, Lake, and Search.

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

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

• Advocate for AI and automation adoption throughout the SE organization to enhance technical enablement, expedite PoV delivery, and refine pre-sales workflows.

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

• Provide mentorship to SE Managers and SEs on both technical and non-technical pre-sales strategies.

• Collaborate with Enterprise sales leaders to meet regional quotas and expand consumption/ARR targets.

• Improve Proof of Value conversion rates, reduce technical sales cycles, and standardize sales methodologies such as MEDDIC.

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

• Work with Customer Success on technical handoffs, user adoption, Net Retention Rates, and customer satisfaction metrics.

• Consult with revenue leaders on sales strategies, platform-selling initiatives, and product challenges or gaps.

• Coordinate resources across functions, including Staff/Principal SEs, Partner SEs, Technical Enablement, and Professional Services.

• Present at the executive level, represent Cribl’s product offerings, and manage or supervise PoV events and product demonstrations.

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

• Occasionally undertake responsibilities outside regular working hours across different time zones.

⛳️ Requirements

• Demonstrated ability to effectively communicate in presentations—whether in-person, over the phone, or via remote conferencing—with executive-level customers, direct reports, and the Cribl Leadership Team.

• Proven track record of successfully leading a technical pre-sales team or region at a software company, achieving target goals across monthly, quarterly, and annual quotas and consumption objectives.

• Experience in leading SE Managers (a leader of leaders), including guiding managers through multi-product/platform-selling strategies.

• Background in supporting large, intricate, multi-year Enterprise agreements, ideally involving multi-product bundling and/or on-prem-to-cloud/hybrid migration strategies.

• Capable of teaching consultative, land-and-expand selling methodologies for identifying new and existing opportunities across a multi-product portfolio.

• Proven ability to leverage AI tools and modern automation to improve personal and team productivity, exemplifying the adoption of new work methods.

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

• Willingness to travel approximately 30% of the time.

• Experience in cultivating technical champions and executive relationships within large Enterprise accounts.

• Familiarity with Observability, Security (SIEM/SOC), DevOps, or Cloud infrastructure.

• Knowledge of Cribl's product suite or a similar vendor-agnostic telemetry/data pipeline platform.

• Self-motivated with a proactive attitude, capable of managing multiple tasks, projects, and responsibilities simultaneously.

• Ability to perform under pressure and meet deadlines while maintaining a positive and professional demeanor toward your team, customers, and colleagues.

🏝️ 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 some sales-adjacent roles

• Cribl Corporate Bonus Program for all other roles