Director, Solutions Engineering (Enterprise AMER)
About The Position
The Director, Solutions Engineering leads Cribl’s AMER Enterprise Solutions Engineering organization, a team responsible for introducing, evaluating, and educating customers about Cribl’s full platform. The role is remote, based in the United States or Canada, and has a strategic leadership focus across team development, go-to-market execution, customer outcomes, and cross-functional collaboration. The director develops the AMER SE talent strategy, including recruiting, enablement, career development, and retention; coaches SE Managers and Solutions Engineers; and strengthens technical capabilities across Cribl’s platform and emerging AI and agentic telemetry use cases. The role also promotes the use of AI and automation to improve technical enablement, proof-of-value delivery, and pre-sales workflows. Working with Enterprise sales leadership, the director supports regional quota and consumption/ARR expansion targets, with an emphasis on multi-product adoption and Cribl.Cloud growth. The position improves proof-of-value conversion and sales-cycle efficiency, develops sales plays and shared methodologies, and partners with Customer Success to support adoption, retention, and customer satisfaction. The director also advises revenue leaders, coordinates cross-functional resources, presents to executives, and collaborates with product, engineering, marketing, and channel/FSI partners as the platform grows. Occasional work outside standard hours may be required due to collaboration across time zones; travel is approximately 30%.
Requirements
- Effectively communicate and present to executive-level customers, direct reports, and Cribl’s Leadership Team, in person, by phone, and via remote conferencing.
- Have a track record leading a technical pre-sales team or region at a software company and driving monthly, quarterly, and annual quota and consumption target attainment.
- Experience leading SE Managers, including coaching managers on multi-product and platform-selling motions.
- Experience supporting large, complex, multi-year enterprise deals; multi-product bundling and/or on-premises-to-cloud or hybrid migration experience is desirable within this experience area.
- Ability to teach consultative, land-and-expand selling methods for identifying opportunities across a multi-product portfolio.
- Demonstrate use of AI tools and modern automation to improve personal and team efficiency, and lead 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 an equivalent combination of education and experience.
- Ability to travel approximately 30%.
Nice To Haves
- Experience building technical champions and executive relationships in 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.
- Self-starter with a motivated attitude and ability to manage multiple tasks, projects, and responsibilities simultaneously.
- Ability to work under pressure and meet deadlines while maintaining a pleasant and professional attitude toward the team, customers, and coworkers.
Responsibilities
- Build and lead a team of Solutions Engineers and SE Managers responsible for product introduction, evaluation, and customer education across Cribl’s full platform.
- Develop and execute the AMER SE talent strategy, including recruiting, enablement, career pathing, and retention.
- Champion AI and automation adoption to improve technical enablement, PoV delivery, and pre-sales workflows.
- Assess and develop team members’ technical capabilities across Cribl’s platform and emerging AI/agentic telemetry use cases.
- Mentor SE Managers and SEs, promoting a customer-first mindset and developing technical and non-technical pre-sales skills.
- Partner with Enterprise sales leadership to achieve regional quota and consumption/ARR expansion targets, including multi-product attach and Cribl.Cloud growth.
- Improve pre-sales operations by optimizing PoV conversion, shortening technical sales cycles, and standardizing shared sales methodologies such as MEDDIC.
- Develop and implement land-and-expand, platform/on-premises-to-cloud migration, and consumption-selling plays.
- Partner with Customer Success on technical handoffs, continued adoption, net retention, and customer satisfaction.
- Advise revenue leaders on sales strategy, platform-selling motions, and product obstacles or gaps, and represent SE team needs to executive staff.
- Coordinate dotted-line 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 critical PoV events and product demonstrations.
- Collaborate with product, engineering, marketing, and channel/FSI partners as Cribl expands into Apps, AI Insights, and new product lines.
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; other roles are eligible for the Cribl Corporate Bonus Program.
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What This Job Offers
Job Type
Full-time
Career Level
Director
