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.
Why You’ll Love This Role
As a Manager, Commercial Sales at Cribl, you’ll lead, support, and inspire a diverse team of geographically aligned Commercial Sales Representatives. Your focus will be on attracting top talent, nurturing growth, and empowering your team to excel in both new logo acquisition and account expansion—consistently exceeding ambitious quarterly and annual goals. This is more than a leadership role; it’s a unique opportunity to shape the next phase of Cribl’s Commercial GTM playbook and fuel Cribl’s continued growth.
Please note, this is a remote position based out of the Eastern United States. We are looking for candidates who live local to the territory.
As An Active Member Of Our Team, You Will...
- Own the Commercial sales strategy and execution for your assigned sub-region
- Recruit, develop and lead a team of 5-7 Commercial Sales Representatives
- Drive a repeatable new logo and expansion motion across mid-market and upper mid-market customers, aligning with Cribl’s segmentation model
- Run an accurate weekly forecast, with clear upside, commit, and risk views; hold your team accountable to opportunity hygiene and SFDC discipline
- Contribute to forecasting, territory design, and annual planning for the Commercial business
- Manage and maintain sales ecosystem from generating leads through closing
- Partner with Channel to activate partners for Commercial accounts (roadshows, events, co-selling, deal reg, and joint pipeline generation)
- Be part of a proven leadership team and play a key role in developing the GTM. Reporting to the VP of Commercial Sales
- 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
- 7+ years of experience in enterprise / commercial field sales for SaaS, security, observability, data, or infrastructure software
- 3+ years of experience leading quota-carrying field sellers in a regional or segment leadership role (RD, first-line Director, or equivalent)
- Proven track record of hitting or exceeding ARR and new logo targets in a high-growth environment
- Demonstrated ability to lead in a remote-first, distributed organization with cross-functional stakeholders across time zones
- Experience selling into IT, Security, and/or Operations personas and navigating complex technical and economic buyers
- Strong sales process discipline: opportunity qualification, pipeline inspection, deal reviews, and forecast accuracy
- Strong coaching and talent development skills—you’ve successfully developed ICs into top performers and future leaders
- Alignment with and enthusiasm for Cribl’s values and our mission to unlock the value of all observability and security data.
- Ability to travel 25-40% of the time for customer and prospect meetings, regional events and partner activities, and internal offsites and QBRs
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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.
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. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or any other applicable legally protected characteristics in the location in which the candidate is applying.
Interested in joining the Cribl herd? Learn more about the smartest, funniest, most passionate goats you’ll ever meet at cribl.io/about-us.
Skills Required
- 7+ years of experience in enterprise or commercial field sales for SaaS, security, observability, data, or infrastructure software
- 3+ years of experience leading quota-carrying field sellers in a regional or segment leadership role
- Proven record of meeting or exceeding ARR and new-logo targets in a high-growth environment
- Experience leading in a remote-first, distributed organization with cross-functional stakeholders across time zones
- Experience selling to IT, Security, and/or Operations personas and navigating complex technical and economic buyers
- Strong sales process discipline, including opportunity qualification, pipeline inspection, deal reviews, and forecast accuracy
- Strong coaching and talent development skills, including developing individual contributors into top performers and future leaders
- Alignment with and enthusiasm for Cribl's values and mission
- Ability to travel 25–40% for customer and prospect meetings, regional events, partner activities, internal offsites, and QBRs
- Residence local to the assigned Eastern U.S. territory
Cribl Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Cribl and has not been reviewed or approved by Cribl.
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Affordable Benefits — Medical and dental premiums are fully covered for individuals in the U.S., with low costs for dependents, and the plans are described as low‑cost overall. This positions healthcare expenses favorably for many employees.
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Leave & Time Off Breadth — Unlimited PTO, paid holidays, and periodic company “refresh” or winter‑break days provide ample time away. Flexible schedules further support taking time when needed.
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Wellbeing & Lifestyle Benefits — A monthly stipend for home office, phone, and internet, plus strong remote‑work setup support, underpin the remote‑first model. Additional perks like recharge days and equipment support bolster day‑to‑day wellbeing.
Cribl Insights
What We Do
Cribl, the AI Platform for Telemetry, empowers enterprises to manage and analyze telemetry for both humans and agents. Trusted by organizations worldwide, including half of the Fortune 100, Cribl bridges the gap between AI ambition and infrastructure reality. No lock-in. No data loss. No compromises. Cribl’s vendor-agnostic platform ensures data remains portable and interoperable. By cost-effectively handling increasing data volume and variety without delay, Cribl gives enterprises the choice, control, and flexibility to build what’s next.
Why Work With Us
We are building the company that will become the industry leader in IT and Security data. But, doing that doesn’t mean we’re always serious. We approach our work fearlessly, learn quickly, improve constantly, and celebrate our wins at every turn. And more importantly, we laugh a lot.
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