Manager, Commercial Sales; East

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.

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.

• 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

• 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

The salary for this role is dependent on geographic location and will be based on…