Solutions Engineering Manager, Department of War & Intelligence Community (DoW/IC)

About the role

Join the company that's building the telemetry infrastructure for the AI era. At Cribl, we partner with IT and Security teams at many of the world's biggest enterprises, including half of the Fortune 100, to bridge the gap between AI ambition and infrastructure reality. As the AI Platform for Telemetry, we give customers the choice, control, and flexibility to manage and analyze telemetry for both humans and agents, so they can build what's next.

We're one of the fastest-growing private companies and a leading player in a massive, fast-moving market. With a global workforce, we're remote-first and grounded in a simple idea: software is a people business. Cribl is the place where curious, collaborative people can do their best work, grow fast, and bring their full selves to the herd.

This is a remote role based in Washington, DC

If You Got It - We Want It

• Proven track record of successfully leading a technical pre-sales team or region at a software company, driving target attainment against monthly, quarterly, and annual quota targets
• Background of successfully landing and expanding deals within the Department of War (DoD) and the Intelligence Community, including working through the channel and Federal Systems Integrator (FSI) communities
• Ability to teach SEs how to identify new and existing opportunities through consultative selling methodologies
• Experience in understanding and executing sales plays with an SE team, specifically land and expand plays, and tailoring those plays to drive revenue in your segment
• Ability to communicate effectively in presentations with executive-level customers, direct reports, and the Cribl Leadership Team
• Experience building technical champions within customers and prospects, including fostering relationships with senior executives and government and military leadership
• Proven self-starter with a motivated attitude to be able to manage multiple tasks, projects, and responsibilities simultaneously
• Ability to work under pressure and meet deadlines, while maintaining a pleasant and professional attitude towards your team, customers and co-workers
• Working knowledge of the DoW/IC operating environment - classified and unclassified networks (e.g., NIPR, SIPR, JWICS), cross-domain considerations, FedRAMP and DoD Impact Level authorizations, and federal acquisition and budget cycles
• Bachelor's Degree or equivalent AND a minimum of 5 years of experience in pre-sales, preferably in a leadership capacity
• Ability to travel up to 30%
• Strong preference will be given to candidates with a background in selling Security, Observability, and/or data pipeline solutions (e.g., SIEM, log management, telemetry) into DoW and IC customers.
• Active or prior U.S. security clearance is a plus, but not required.
• Residence in the DC/VA/MD area.

• #LI-JK1
• #LI-Remote
• The salary for this role is dependent on geographic location and will be based on the individual candidate's job-related knowledge, skills, and experience.
• In addition to base salary, for sales and some sales-adjacent roles, employees are eligible to earn incentive compensation (commission). For all other roles, employees are eligible to participate in the Cribl Corporate Bonus Program.
• In addition to a competitive salary, Cribl also offers a generous benefits package which includes health, dental, vision, short-term disability, and life insurance, paid holidays and paid time off, a fertility treatment benefit, 401(k), and equity.
• Base Salary Range $168,000 - $200,000 USD

Bring Your Whole Self

Diversity drives innovation, enables better decisions to support our customers, and inspires change for the better. We're building a culture where differences are valued and welcomed, and we work together to bring out the best in each other.

Interested in joining the Cribl herd? Learn more about the smartest, funniest, most passionate goats you'll ever meet at cribl.io/about-us.