Solutions Engineering Manager, Department of War & Intelligence Community (DoW/IC)

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About the 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. This is a remote role based in Washington, DC Why You’ll Love This Role This is a people-first technical leadership role for someone who enjoys developing high-performing teams while staying close to the customer. You’ll lead and mentor the Solutions Engineering team supporting the Department of War (formerly DoD) and the Intelligence Community, setting clear standards for technical excellence, sales partnership, and execution. This team works in some of Cribl’s most complex and mission-critical environments – from enterprise SOCs to classified networks – alongside the channel and Federal Systems Integrator (FSI) partners who deliver with us. You’ll have the opportunity to shape how pre-sales work gets done - reinforcing strong methodology, coaching consultative selling skills, and partnering closely with Sales leadership to drive meaningful revenue outcomes. You’ll balance strategy with hands-on leadership, supporting complex customer engagements while helping your team grow their technical depth and confidence. As An Active Member Of Our Team, You Will ... • Lead the Department of War and Intelligence Community (DoW/IC) Solutions Engineering team, reinforcing sales methodology and metrics-led best practices • Provide ongoing mentorship to SEs on pre-sales techniques for securing new clients and expanding within existing customers, across our full portfolio of solutions • Continually assess and develop the technical capabilities of each team member to ensure each SE reaches and maintains the required technical knowledge to perform their pre-sales duties effectively • Provide periodic performance reviews, assess skill sets, coach through performance and personnel matters, and create personal/professional development opportunities • Partner with the DoW and IC Regional Sales Directors and their Regional Sales Managers, aligning SE coverage, sales plays, and campaigns to achieve revenue targets • As the technical leader for DoW/IC, deliver customer presentations, present technical information about Cribl’s products and services, conduct product demonstrations, and oversee SE-led Proof of Value events, including in classified and air-gapped environments when required • Build and leverage relationships across the channel and Federal Systems Integrator (FSI) community, partnering with Cribl’s Partner SE and Alliances teams so partners can land and expand Cribl within DoW and IC programs • Recruit, hire, and onboard SEs as the team grows, building a bench of mission-aware technical talent in the National Capital Region • Stay current on the DoW/IC mission, budget, and acquisition landscape – contract vehicles, FedRAMP and DoD Impact Level authorizations, Zero Trust and federal logging mandates – and translate it into how the team positions Cribl • Identify problem areas, formulate relevant solutions, and execute on them effectively. • We are a remote-first company, and work happens across many time zones – you may be required to perform duti

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