Director, Solutions Engineering – Enterprise AMER

🔥 13 hours ago

🌐 Canada, United States – Remote

🇨🇦 Canada – Remote 🇺🇸 United States – Remote

💵 $210k - $250k / year

⏰ Full Time

🔴 Lead

💻 Solutions Engineer

👻 Ghost score 0%

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Cribl

WebsiteLinkedInAll Job Openings

501 - 1000 employees

Founded 2017

☁️ SaaS

SaaS • Cloud

Cribl is a company providing a cloud-based service, allowing users to manage and analyze their data through a web application. The service includes features for user accounts and integration with Google for authentication.

📋 Description

• Guide a high-visibility team at the forefront of AI and observability transformation • Shape Cribl’s go-to-market strategy as the multi-product platform scales • Build and lead a team of Solutions Engineers and SE Managers serving as product introduction, evaluation, and education experts • Design and execute talent strategy for the AMER SE team, including recruiting, enablement, career pathing, and retention • Champion AI and automation adoption across the SE organization • Assess and develop team members’ technical capabilities across the platform and emerging AI/agentic telemetry use cases • Mentor SE Managers and SEs on technical and non-technical pre-sales techniques • Partner with Enterprise sales leadership to achieve regional quota and consumption/ARR expansion targets • Optimize Proof of Value conversion rates, technical sales cycles, and shared sales methodologies such as MEDDIC • Implement land-and-expand, platform/on-prem-to-cloud migration, and consumption-selling plays • Partner with Customer Success on technical handoffs, adoption, net retention, and customer satisfaction • Advise revenue leaders on sales strategy, platform-selling motions, and product obstacles or gaps • Coordinate cross-functional resources including Staff/Principal SEs, Partner SEs, Technical Enablement, and Professional Services • Deliver executive-level presentations, represent Cribl’s product portfolio, and conduct or oversee PoV events and demonstrations • Collaborate with product, engineering, marketing, and channel/FSI partners as the platform expands • Occasionally perform duties outside standard working hours across time zones

🎯 Requirements

• Proven ability to communicate effectively in presentations—in person, by phone, and via remote conferencing—with executive-level customers, direct reports, and the Cribl Leadership Team • 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 • Experience leading SE Managers, 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 across a multi-product portfolio • Demonstrated use of AI tools and modern automation to enhance personal and team efficiency • 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 • Ability to travel approximately 30% • Preferred: experience 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 comparable vendor-agnostic telemetry/data pipeline platform • Preferred: ability to manage multiple tasks, projects, and responsibilities simultaneously • Preferred: ability to work under pressure and meet deadlines while maintaining a professional attitude • May be required to occasionally 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 some sales-adjacent roles • Cribl Corporate Bonus Program for other roles • Remote-first work environment