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The Enterprise Regional Sales Manager will develop business plans, manage the sales ecosystem, articulate value propositions, and forecast sales, while ensuring customer focus and accountability in achieving sales goals.

Drive enterprise sales across the Dallas/Fort Worth territory by developing business plans, generating leads, managing complex sales cycles, articulating Cribl’s value to technical and executive stakeholders, forecasting accurately, and achieving sales targets. The role requires enterprise security sales experience, new-logo acquisition, channel-led selling, demand generation, startup experience, and familiarity with MEDDIC.

The Regional Sales Manager will drive enterprise sales across North Carolina by developing territory plans, generating demand, managing the full sales cycle, articulating Cribl’s value to technical and executive stakeholders, forecasting accurately, and meeting sales targets. The role requires complex security and IT sales experience, new-logo acquisition, channel-led selling, entrepreneurial experience, and MEDDIC expertise. This is a remote position requiring candidates to live locally in the territory.

Leads global revenue strategy and planning by optimizing the go-to-market engine, defining KPI frameworks, and identifying growth opportunities. Owns executive and board-level reporting, supports annual and long-range planning, and applies AI to automate analysis and improve GTM operations. Partners with data and analytics teams on revenue data architecture and governance while delivering insights that guide senior leadership decisions.

Support the sales process by demonstrating Cribl, performing technical discovery, running workshops/POVs, answering technical questions, documenting use cases, and scaling repeatable solution consultations across multiple concurrent opportunities in a remote, high-velocity environment.

Technical lead for Cribl's Federal Systems Integrator partners: drive partner enablement, build reference architectures and enablement content, support capture and post-award delivery, deliver executive briefings, and provide hands-on architecture and deployment guidance to position Cribl in large federal programs.

Owner of territory sales execution for enterprise accounts: build business plans, generate and manage pipeline, articulate value to technical and CxO stakeholders, forecast and hit targets, run complex deals and procure new logos, and work with channel partners to create demand.

Build, productionize, and operate AI-driven features and integrations across frontend, backend, and model layers. Prototype and deliver agent-driven experiences (conversational interfaces, RAG, tool-calling), integrate LLMs and external data sources, and collaborate with product and design. Participate in on-call/standby duties.

Support Sales by building segmentation models, territory designs, and compensation plans; advise Sales VPs through business reviews; maintain dashboards and reports in Salesforce, Gong, and Omni; improve CRM workflows and data quality; ensure account, opportunity, and territory integrity; and collaborate cross-functionally to operationalize GTM decisions.

Provide enterprise-level technical support for Cribl Stream and related observability products: diagnose, troubleshoot, escalate, document solutions, participate in real-time support channels, and perform on-call duties to ensure customer success.