11 hours ago
Base Salary
$168k - $200k/yr
Responsibilities
- Lead the DoW/IC Solutions Engineering team and reinforce sales methodology and metrics-led practices.
- Mentor SEs on pre-sales, consultative selling, technical capabilities, and customer expansion strategies.
- Conduct performance reviews, coach personnel, and create professional development opportunities.
- Partner with sales leadership on SE coverage, sales plays, campaigns, and revenue targets.
- Deliver customer presentations, technical discussions, product demonstrations, and oversee Proof of Value events in classified and air-gapped environments.
- Build relationships with channel and Federal Systems Integrator partners.
- Recruit, hire, and onboard Solutions Engineers in the National Capital Region.
- Translate DoW/IC mission, budget, acquisition, FedRAMP, Zero Trust, and federal logging requirements into positioning for Cribl solutions.
Requirements
- Proven experience leading a technical pre-sales team or region at a software company and driving quota attainment.
- Experience landing and expanding deals within DoW/DoD and Intelligence Community customers through channel and FSI communities.
- Ability to teach consultative selling, execute land-and-expand sales plays, and communicate with executive-level customers and leadership.
- Experience building technical champions among customers and prospects, including senior government and military leaders.
- Working knowledge of classified and unclassified networks, including NIPR, SIPR, and JWICS, as well as cross-domain considerations, FedRAMP, DoD Impact Level authorizations, and federal acquisition and budget cycles.
- Bachelor’s degree or equivalent and a minimum of 5 years of pre-sales experience, preferably in a leadership capacity.
- Ability to travel up to 30%.
- Strong preference for experience selling security, observability, and/or data pipeline solutions such as SIEM, log management, or telemetry.
- Active or prior U.S. security clearance is preferred but not required.
- Residence in the DC, Virginia, or Maryland area.
Benefits
- Remote-first role based in Washington, DC, with residence required in the DC/VA/MD area.
- Up to 30% travel and occasional work outside standard hours across time zones.
- Health, dental, vision, short-term disability, and life insurance.
- Paid holidays and paid time off.
- Fertility treatment benefit, 401(k), and equity.
- Eligible sales-adjacent employees may earn incentive compensation; other employees may participate in the Cribl Corporate Bonus Program.
Categories
Solutions Engineering
About Cribl
Cribl builds a vendor‑agnostic telemetry data platform used by IT, security, and observability teams to collect, route, shape, store, and search machine data in real time. Its products (including Cribl Stream, Edge, and Search) are sold as enterprise subscriptions and can run in cloud or self‑managed environments. Founded in 2018 and headquartered in San Francisco, the company is privately held and serves large global enterprises.