Regional Sales Manager, Tallahassee (PubSec)

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 We are looking for an ambitious Regional Sales Manager who puts customers first and will help our customers do more with less when operating and securing their enterprises. Cribl sells to organizations large and small, but we are looking for a Regional Sales Manager with experience selling large and complex deals to SLED for the Florida and Georgia regions. A successful Regional Sales Manager at Cribl can clearly articulate our value proposition and execute on proven sales processes. The great part is, Cribl demonstrates a clear and simple ROI to our customers. We are looking for people who love to get stuff done, and laugh a bit along the way. Cribl is a serious company that doesn’t take itself too seriously. As An Active Member Of Our Team, You Will… • Build and execute a territory plan to consistently exceed quota selling into SLED for Florida and Georgia • Own your entire sales cycle—from outbound prospecting to closing strategic, multi-stakeholder deals • Develop and nurture relationships across multiple buying centers within large, multinational enterprises • Drive opportunities using structured sales methodologies like MEDDICC/MEDDPIC to ensure qualification, process rigor, and forecast accuracy • Clearly articulate Cribl’s value proposition from engineers to C-level executives • Prioritize customer outcomes and act as a trusted advisor throughout the sales process • Collaborate cross-functionally with pre-sales, product, and marketing to win high-value opportunities • 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 success in strategic, complex sales (ideally in high-growth or early-stage companies) • Proven ability to prospect, build pipeline, and self-source enterprise opportunities • Track record of landing and expanding 7-figure deals with SLED • Experience navigating long sales cycles with multiple buying centers and executive stakeholders • Comfortable selling multi-product, complex tech to various personas—technical and non-technical • Familiarity and experience with MEDDICC/MEDDPIC or similar structured sales methodologies • Ability to craft and deliver a compelling business case, not just sell on pain or features • Success selling un-budgeted solutions and winning based on value—not brand recognition • Experience selling through partners or a channel-led motion is a plus • A demonstrated commitment to excellence, ownership, and long-term success (2+ years average tenure in recent roles) #LI-AD #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 $150,000 — $160,000 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 .