Director, Solutions Engineering (Enterprise AMER)

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. #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 $210,000-$250,000 CAD