This is a remote role based in Washington, DC
Why You’ll Love This Role
This is a people-first technical leadership role for someone who enjoys developing high-performing teams while staying close to the customer. You’ll lead and mentor
the Solutions Engineering team supporting the Department of War (formerly DoD) and the Intelligence Community, setting clear standards for technical excellence, sales partnership, and execution. This team works in some of Cribl’s most complex and mission-critical environments – from enterprise SOCs to classified networks – alongside the channel and Federal Systems Integrator (FSI) partners who deliver with us.
You’ll have the opportunity to shape how pre-sales work gets done - reinforcing strong methodology, coaching consultative selling skills, and partnering closely with Sales leadership to drive meaningful revenue outcomes. You’ll balance strategy with hands-on leadership, supporting complex customer engagements while helping your team grow their technical depth and confidence.
As An Active Member Of Our Team, You Will ...
Lead the Department of War and Intelligence Community (DoW/IC) Solutions Engineering team, reinforcing sales methodology and metrics-led best practices
Provide ongoing mentorship to SEs on pre-sales techniques for securing new clients and expanding within existing customers, across our full portfolio of solutions
Continually assess and develop the technical capabilities of each team member to ensure each SE reaches and maintains the required technical knowledge to perform their pre-sales duties effectively
Provide periodic performance reviews, assess skill sets, coach through performance and personnel matters, and create personal/professional development opportunities
Partner with the DoW and IC Regional Sales Directors and their Regional Sales Managers, aligning SE coverage, sales plays, and campaigns to achieve revenue targets
As the technical leader for DoW/IC, deliver customer presentations, present technical information about Cribl’s products and services, conduct product demonstrations, and oversee SE-led Proof of Value events, including in classified and air-gapped environments when required
Build and leverage relationships across the channel and Federal Systems Integrator (FSI) community, partnering with Cribl’s Partner SE and Alliances teams so partners can land and expand Cribl within DoW and IC programs
Recruit, hire, and onboard SEs as the team grows, building a bench of mission-aware technical talent in the National Capital Region
Stay current on the DoW/IC mission, budget, and acquisition landscape – contract vehicles, FedRAMP and DoD Impact Level authorizations, Zero Trust and federal logging mandates – and translate it into how the team positions Cribl
Identify problem areas, formulate relevant solutions, and execute on them effectively.
We are a remote-first company, and work happens across many time zones – you may be required to perform duties outside your standard working hours occasionally
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.
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