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