Director, Solutions Engineering (Enterprise AMER)
Cribl · United States, New York · remote
Location: This is a remote role based out of United States or Canada*
Why You'll Love This Role
- Lead the AI transformation: Guide a high-visibility, high-impact team at the forefront of the AI and observability shift, shaping both the solutions we deliver and the modern ways we work.
- Shape the strategy: Have a direct seat at the table in shaping Cribl’s GTM strategy as we scale our multi-product platform (Stream, Edge, Lake, Search).
- Embrace modern work: Work in a remote-first, collaborative environment where you are encouraged to challenge legacy processes and use AI to reinvent everyday workflows.
- Culture first: Join a company where software is recognized as a people business, where we solve hard problems from first principles, and where differences are valued and welcomed.
As An Active Member Of Our Team, You Will…
- Team Leadership & Development
- Build and lead a team of Solutions Engineers and SE Managers who serve as our core product introduction, evaluation, and education experts across Cribl's full platform.
- Design and execute a comprehensive talent strategy for the AMER SE team, encompassing recruiting, enablement, career pathing, and retention.
- Champion the adoption of AI and automation tools across the SE organization to streamline technical enablement, accelerate PoV delivery, and optimize day-to-day pre-sales workflows.
- Continually assess and develop the technical capabilities of each team member across our platform and emerging AI/agentic telemetry use cases, ensuring high technical depth.
- Provide ongoing mentorship to SE Managers and SEs, fostering a 'Customer First, Always' mindset while coaching them on technical and non-technical pre-sales techniques.
- GTM Strategy & Execution
- Partner with Enterprise sales leadership to hit regional quota and consumption/ARR expansion targets, focusing on multi-product attach and Cribl.Cloud consumption growth.
- Drive pre-sales operational excellence by optimizing Proof of Value (PoV) conversion rates, shortening technical sales cycles, and standardizing shared sales methodologies (e.g., MEDDIC).
- Innovate and implement sales plays—land-and-expand, platform/on-prem-to-cloud migration, and consumption selling—that uplevel your team's skills.
- Partner closely with Customer Success to ensure seamless technical handoffs, drive continuous adoption, and secure high Net Retention Rates (NRR) and customer satisfaction.
- Cross-Functional Collaboration & Strategy
- Provide strategic guidance to revenue leaders on sales strategy, platform-selling motions, and product obstacles/gaps, and represent the SE team's needs to executive staff.
- Coordinate cross-functional, dotted-line resources (Staff/Principal SEs, Partner SEs, Technical Enablement, Professional Services) to achieve your team's goals.
- Deliver executive-level presentations, represent Cribl's full product portfolio, and conduct and oversee critical PoV events and product demonstrations.
- Collaborate closely with product, engineering, marketing, and channel/FSI partners as Cribl's platform expands into Apps, AI Insights, and new product lines.
- We are a remote-first company and work happens across many time-zones - you may be required to occasionally perform duties outside your standard working hours
If You’ve Got It - We Want It
- 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.
- A 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%.
- Bonus Points / Preferred Qualifications
- 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.
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