Manager, Commercial Sales – East

This is a fully remote position, open to applicants in New York.

📋 Description

• Take ownership of the Commercial sales strategy and its execution for the designated sub-region.

• Recruit, nurture, and lead a team of 5-7 Commercial Sales Representatives.

• Propel repeatable new logo and expansion sales within mid-market and upper mid-market clients.

• Maintain an accurate weekly forecast that includes upside, commit, and risk assessments.

• Ensure the team adheres to opportunity hygiene and maintains discipline in SFDC.

• Contribute to forecasting, territory design, and annual planning for the Commercial sector.

• Oversee and sustain the sales ecosystem from lead generation to closing.

• Collaborate with the Channel team to engage partners through roadshows, events, co-selling, deal registration, and joint pipeline creation.

• Engage in the development of the go-to-market strategy.

• Report directly to the VP of Commercial Sales.

• Occasionally perform tasks outside of standard working hours to facilitate cross-time-zone collaboration.

⛳️ Requirements

• Over 7 years of experience in enterprise or commercial field sales for SaaS, security, observability, data, or infrastructure software.

• More than 3 years of experience leading quota-carrying field sellers in regional or segment leadership positions (e.g., RD, first-line Director, or equivalent).

• Demonstrated success in meeting or exceeding ARR and new logo targets within a high-growth setting.

• Proven capability to lead in a remote-first, distributed organization with cross-functional stakeholders across various time zones.

• Experience in selling to IT, Security, and/or Operations personas, managing complex technical and economic buyers.

• Strong discipline in sales processes, including opportunity qualification, pipeline inspection, deal reviews, and forecast accuracy.

• Excellent coaching and talent development abilities.

• Alignment with and passion for Cribl’s values and mission.

• Willingness to travel 25-40% of the time for customer and prospect meetings, regional events, partner activities, internal offsites, and QBRs.

🏝️ 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 roles