[All remote jobs](https://jobicy.com/jobs.md)[![Cribl logo](https://jobicy.com/data/server-nyc0409/galaxy/mercury/2025/06/65d82c04-221.jpeg)](https://jobicy.com/company/cribl.md)[Cribl](https://jobicy.com/company/cribl.md) # Director, Solutions Engineering (Enterprise AMER) Review the role, location requirements, compensation details, and application process before deciding whether this opportunity fits your next career move. [Apply for this job](#job-application)[View company](https://jobicy.com/company/cribl.md)ShareRemote from[USA](https://jobicy.com/job-region/usa.md), [Canada](https://jobicy.com/job-region/canada.md)SalaryUSD 180k–240k / yrDepartment[Sales](https://jobicy.com/categories/seller.md)EmploymentFull TimeExperienceDirectorPublished24 Oct 2026Apply before23 Nov 2026Listing views57Application actions3Application toolkit ## Make your next move. Prepare your resume, explore your fit, and draft a cover letter for this opportunity. AI Summary ## The role, at a glance. Cribl is seeking a senior pre-sales leader to direct its Enterprise AMER Solutions Engineering organization. The role leads Solutions Engineers and SE Managers, develops technical talent, and improves proof-of-value execution for a multi-product telemetry platform. It partners closely with enterprise sales, customer success, product, engineering, marketing, and executive leaders to grow consumption and ARR. Success requires leadership of leaders, enterprise platform-selling expertise, executive communication, and familiarity with cloud, observability, security, or DevOps environments. The position is remote in the United States or Canada and includes approximately 30% travel. ## Role DNA A quick view of the complexity, pace, ownership and collaboration implied by the job description. ### Job Complexity 5/5EasyHard ### Pace & Pressure 5/5RelaxedFast-paced ### Autonomy Level 5/5GuidedFull ownership ### Communication Load 5/5IndependentCollaborative AI insightThis is a high-impact director role accountable for a distributed technical pre-sales organization, complex enterprise deals, and revenue-related operating outcomes. It requires simultaneously developing leaders, influencing executives, and improving technical sales execution across a rapidly evolving product portfolio. ## Salary analysis Estimated compensation compared with the broader US market for similar roles. Estimated job median (per year)Market rate$210,000US market range (per year)$190k–$260k0$286k AI insightThe yearly pay period is inferred from the job context; it was not explicitly stated by the employer. The employer discloses a base salary range of $180,000–$240,000 USD. The annual cadence is inferred from the stated base-pay amount, senior director-level scope, and standard US professional compensation conventions; incentive compensation may be available separately for sales-adjacent roles. Estimated US market base pay for a Director of Solutions Engineering is approximately $190,000–$260,000 USD per year. ## Core skills Skills and capabilities most closely associated with this opportunity. [Solutions Engineering Leadership](https://jobicy.com/jobs?search_keywords=Solutions%20Engineering%20Leadership.md)[Technical Pre-Sales](https://jobicy.com/jobs?search_keywords=Technical%20Pre-Sales.md)[Enterprise Sales](https://jobicy.com/jobs?search_keywords=Enterprise%20Sales.md)[Sales Strategy](https://jobicy.com/jobs?search_keywords=Sales%20Strategy.md)[Team Development](https://jobicy.com/jobs?search_keywords=Team%20Development.md)[Manager Coaching](https://jobicy.com/jobs?search_keywords=Manager%20Coaching.md)[Proof of Value](https://jobicy.com/jobs?search_keywords=Proof%20of%20Value.md)[MEDDIC](https://jobicy.com/jobs?search_keywords=MEDDIC.md)[Executive Presentations](https://jobicy.com/jobs?search_keywords=Executive%20Presentations.md)[Cloud Infrastructure](https://jobicy.com/jobs?search_keywords=Cloud%20Infrastructure.md)[Observability](https://jobicy.com/jobs?search_keywords=Observability.md)[Telemetry Platforms](https://jobicy.com/jobs?search_keywords=Telemetry%20Platforms.md)[Customer Success Partnership](https://jobicy.com/jobs?search_keywords=Customer%20Success%20Partnership.md)[AI Automation](https://jobicy.com/jobs?search_keywords=AI%20Automation.md)[Revenue Operations](https://jobicy.com/jobs?search_keywords=Revenue%20Operations.md) Sample interview questionsHow have you led Solutions Engineering managers while maintaining consistent technical and commercial execution across regions?I establish clear operating metrics, regular manager coaching, shared deal-review standards, and enablement plans tied to business outcomes. I give managers ownership of their teams while using quarterly talent reviews and pipeline inspection to identify execution gaps early. Describe how you would improve Proof of Value conversion rates for a multi-product platform. I would first analyze loss reasons, time to value, stakeholder coverage, and technical success criteria. I would then standardize discovery, mutual success plans, reference architectures, executive checkpoints, and reusable demo or implementation assets so each PoV is measurable and aligned to a commercial path. How do you partner with enterprise sales leadership without turning Solutions Engineering into a reactive support function? I align on account segmentation, qualification criteria, capacity planning, and shared success measures before opportunities reach the technical evaluation stage. This enables SEs to engage strategically on the highest-value opportunities and to influence account plans, rather than simply responding to requests. What is your approach to coaching teams on land-and-expand and on-premises-to-cloud migration motions? I coach teams to map customer technical priorities, adoption barriers, and expansion hypotheses across stakeholders. I reinforce discovery that connects platform capabilities to measurable operational outcomes, then use phased technical plans to reduce migration risk and create credible expansion milestones. How would you promote practical AI adoption within a Solutions Engineering organization? I would identify repeatable activities such as research, account preparation, enablement content, PoV documentation, and internal knowledge retrieval where AI can improve speed and consistency. Adoption should include clear guardrails, measurable productivity goals, and peer-led examples that demonstrate customer and business value. Opportunity details ## About this role. 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. 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 $180,000—$240,000 USD 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](https://cribl.io/about-us/). 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