Director, Solutions Engineering – Enterprise AMER

Job not on LinkedIn

🔥 7 minutes ago

🌐 United States, Canada – Remote

🇺🇸 United States – Remote 🇨🇦 Canada – Remote

💵 $180k - $240k / year

⏰ Full Time

🔴 Lead

💻 Solutions Engineer

🦅 H1B Visa Sponsor

This company has sponsored H1B visas in the past.

👻 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, high-impact team at the forefront of the AI and observability shift • Shape Cribl’s GTM strategy as the multi-product platform scales across Stream, Edge, Lake, and Search • 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 to streamline technical enablement, accelerate PoV delivery, and optimize pre-sales workflows • 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, shorten technical sales cycles, and standardize sales methodologies such as MEDDIC • Implement sales plays including land-and-expand, platform/on-prem-to-cloud migration, and consumption selling • Partner with Customer Success on technical handoffs, adoption, Net Retention Rates, 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 product 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 that drives target attainment against monthly, quarterly, and annual quota and consumption targets • Proven experience leading SE Managers (a 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 new and existing opportunities across a multi-product portfolio • Demonstrated mindset of leveraging AI tools and modern automation to enhance personal and team efficiency, leading by example in adopting new ways of working • 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% • 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 a comparable vendor-agnostic telemetry/data pipeline platform • Proven self-starter with a motivated attitude, able to manage multiple tasks, projects, and responsibilities simultaneously • Ability to work under pressure and meet deadlines, while maintaining a pleasant and professional attitude toward your team, customers, and co-workers

🏖️ 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