Regional Sales Director, Bay

About the role

This role is for a seasoned sales leader to drive revenue growth within the Bay Area territory. You will be responsible for developing and executing sales strategies to expand Cribl's customer base and deepen relationships with existing accounts. Your focus will be on bringing Cribl's AI platform for telemetry to enterprises. You will own the end-to-end sales cycle for strategic accounts, identifying opportunities and navigating complex buying committees. Success in this position requires a proactive approach to uncovering customer needs and positioning Cribl as a critical partner in their infrastructure stack. You will leverage data and market insights to drive strategic decisions that maximize the potential of the Bay Area market. This position demands a leader who can operate autonomously while collaborating effectively with cross-functional teams to achieve ambitious growth objectives.

Key facts

What you'll do

• Orchestrate the comprehensive sales cycle for prospective and existing enterprise clients located within the Bay Area.
• Architect and cultivate long-term strategic relationships with key stakeholders spanning Platform Engineering, SREs, and IT leadership.
• Diagnose and articulate intricate customer challenges pertaining to data strategy, SIEM migration, cloud migration, and overall observability maturity.
• Articulate the full spectrum of Cribl's solutions, including Cribl Stream, Cribl Edge, Cribl Search, Cribl Lake, and Cribl.Cloud, to both technical and executive business audiences.
• Consistently achieve and exceed assigned sales quotas and performance metrics for the territory.
• Partner closely with marketing and product teams to iteratively refine and optimize go-to-market strategies and messaging.
• Function as the primary commercial leader and trusted advisor within key strategic accounts, influencing at the C-suite level.
• Evaluate and leverage competitive landscape intelligence to secure deals and defend market position effectively.
• Utilize advanced consultative selling techniques to align Cribl's capabilities with specific business outcomes and ROI expectations.
• Drive the adoption and expansion of Cribl solutions within existing customer accounts to maximize customer lifetime value.
• Represent Cribl at key industry events and customer engagements to strengthen the brand presence in the region.
• Synthesize market feedback and customer insights to inform product development and future feature enhancements.

Requirements

• Minimum of 7 years of experience in enterprise software sales, with a focus on infrastructure, observability, or data management solutions.
• Proven track record of meeting and exceeding sales targets in a competitive market environment.
• Bachelor's degree in Business, Computer Science, or a related field, or equivalent practical experience that demonstrates subject matter expertise.
• Demonstrated ability to sell effectively to C-level executives and technical decision-makers within complex enterprise environments.
• Strong understanding of major cloud environments, including AWS, Azure, and Google Cloud, as well as prevalent enterprise IT challenges.
• A valid driver's license and reliable transportation necessary for any required domestic travel within the United States.
• Eligibility to work in the United States without sponsorship is required for this position.
• Willingness to undergo background checks and reference verification as part of the hiring process.
• Ability to pass a drug screen as required by company policy for all employees in the United States.
• Compliance with all company policies and procedures regarding data security and confidentiality is mandatory.
• Readiness to commit to the company's code of conduct and ethical standards in all professional interactions.
• Full vaccination status may be required for attendance at in-person meetings or events, subject to local regulations.

Nice to have

• Direct experience selling observability or data pipeline solutions into enterprise accounts.
• Familiarity with ongoing SIEM, NetOps, or SOC modernization initiatives and trends.
• An established network of contacts within the Bay Area enterprise technology landscape and startup ecosystem.
• Prior experience managing sales quotas in a fast-paced, high-growth SaaS environment.
• Knowledge of observability platforms and their role in modern digital transformation strategies.
• Understanding of the nuances between different telemetry data types, such as logs, metrics, and traces.
• Experience with CRM software, specifically Salesforce, for pipeline management and forecasting.
• Strong written and verbal communication skills tailored to technical and non-technical audiences.
• Demonstrated success in building and maintaining executive-level stakeholder relationships.
• A collaborative mindset with the ability to work effectively within a matrixed team structure.

Practical notes

• This role may require occasional travel to customer sites and industry events within the United States.
• Cribl offers competitive compensation and benefits packages commensurate with experience.
• Visa sponsorship is not available for this position, and candidates must be authorized to work in the United States now and into the future.
• Work hours are flexible, but availability during core business hours for meetings is expected.
• All employment is contingent upon the successful completion of background checks and reference verification.