Head of Segment Enablement, Revenue Enablement

The posting, as Cribl wrote it

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

Cribl is turning a set of strong individual sales motions into a repeatable, multi-product revenue engine. What gets us there isn't more training - it's consistent execution. That means frontline managers who know what to inspect and coach, sellers who lead with customer value, and operating rhythms that act on leading indicators before pipeline, productivity, or retention are at risk.

As Head of Segment Enablement, you'll design and lead that system across every segment and region. You'll translate company strategy into what each segment must do differently, build the managers who make it stick, and prove the link between enablement and seller behavior, pipeline, ARR growth, customer outcomes, and talent health.

You own the enablement system and its measurable impact. Revenue, retention, and people outcomes are shared with Sales, Revenue Operations, Customer Success, Finance, and People leaders - so you'll have a real seat at the table where those numbers are set and reviewed.

As An Active Member Of Our Team, You Will…

• Set the segment enablement strategy
• Build annual and quarterly enablement plans for each segment and region, shaped by buyer, deal size, sales cycle, product mix, competitive pressure, and customer maturity.
• Turn company priorities - solution selling, multi-product growth, customer value realization - into the specific behaviors and plays each segment needs.
• Run a capacity-based planning and intake model with clear priorities, service levels, and decision rights for when demand outpaces capacity.
• Lead and grow a high-performing team
• Lead a team of segment enablement leads, setting goals, standards, and operating rhythms, and building bench strength and succession.
• Hire, coach, and keep top talent in a culture of candid feedback, fast learning, and follow-through.
• Point the team at the highest-leverage business problems, not activity volume or one-off requests.
• Make solution selling how the field operates
• Embed Force Management methodology - Command of the Message, MEDDPICC, and the Value Framework - into onboarding, certifications, deal reviews, and manager coaching.
• Define what grea

[…]
ger coaching programs that measurably changed manager behavior.

• Credibility with senior sales leaders, plus the executive presence to push back, set priorities, and say no.
• BONUS:
• Experience enabling a shift from single-product to multi-product or platform selling.
• Experience enabling partner/channel, public sector, or sales development teams.
• Experience designing skills assessments, certifications, or competency models.
• Familiarity with conversation intelligence, sales content platforms, and AI-powered coaching or practice tools.
• Background as a quota-carrying seller, sales manager, or sales engineer.

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
$187,000 — $250,000 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 .