Product Sales Specialist

Cribl•San Francisco, CA

1d•Remote

About The Position

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. We are seeking an elite Product Sales Specialist to champion our Storage & Analysis product lines, the newest, most technically differentiated products in Cribl’s portfolio. Elite here means something specific: you don’t need a playbook handed to you, you write it. A successful Product Sales Specialist at Cribl thrives in white space, creating demand where none exists, developing messaging from first principles, and earning credibility with technical practitioners and executive buyers alike. You will own the full motion from pipeline creation through close, partner closely with Regional Sales Managers to drive deals forward, and provide the product and go-to-market insights that shape how we take these products to market. This role is ideal for elite overlay sellers, top-performing Solutions Engineers ready to make the leap into a sales role, or early-stage sellers who have built motions from scratch and want to do it again at a company defining a category. If you're ready to join a team that's redefining what it means to be a true Data Engine for IT and Security, this is your moment. This position is based anywhere in the continental US, will be hired directly by the CEO, and will report into the Head of Emerging Product Sales.

Requirements

5+ years of Enterprise/Strategic sales or pre-sales experience in Security (SIEM & Observability) or IT infrastructure, including direct sellers, overlay specialists, or Solutions Engineers ready to transition into a closing role
Experience working with at least one earlier stage start-up organization <1,000 employees or has demonstrated entrepreneurial skills throughout their career
A demonstrated ability to successfully land large upsell & cross-sell / expansion deals and run complex sales process
Experience selling through a channel-led motion
Comfortable operating without a playbook. You’ve built pipeline and messaging in greenfield territory and know how to create demand for un-budgeted, emerging solutions
Background using MEDDIC

Responsibilities

Develop a business plan to exceed sales goals alongside the CEO and cross-functional partners including dedicated Storage & Analysis Solution Engineers
Engage with Regional Sales Managers on qualified opportunities, actively collaborating with them on account, close, and success plans
Work cross-functionally to develop and implement tactics and strategies to grow Cribl’s Storage & Analysis business, including influencing the product roadmap to meet customer requirements
Manage and maintain the entire sales ecosystem from generating leads through closing
Help customers understand the value of Cribl’s Storage & Analysis products during the sales process
Articulate our value proposition up and down the organization, from engineer up to CxO
Forecast predictably and hit sales targets within the Storage & Analysis product lines
Travel across the US in the range of 25-35%
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