Sales Engineer, Eastern Canada (Strategic)
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What you'll do
- Lead technical discovery to understand a customer's environment, requirements, constraints, and success criteria.
- Design customer-specific solutions that combine parts of the platform to fit real architectures and business outcomes.
- Own POV and POC execution end to end, keeping the evaluation tied to agreed success criteria.
- Build credibility directly with security practitioners, including analysts, detection engineers, and security operations leaders, in conversations about their workflow and not just their data pipeline.
- Handle most technical questions and objections yourself, pulling in specialists for edge cases and the hardest evaluations.
- Partner with your Regional Sales Manager on account strategy, opportunity planning, and technical win strategy.
- Build technical champions inside accounts, and expand relationships beyond the first champion when the decision requires it.
- Run the technical sales process with discipline, including CRM hygiene, MEDDPICC alignment, milestones, and follow-through.
- Contribute your expertise to other teammates on your regional SE team.
What they're looking for
- Security depth - For this opening, we are prioritizing security analyst workflow depth.
- Hands-on experience in or experience working with a security analytics workflow, such as a SOC, detection engineering, threat hunting, or incident response, or experience supporting those teams as a technical resource.
- Working knowledge of SIEM and security analytics platforms and how security teams use them day to day, including where those workflows break down.
- Credibility you can point to: specific practitioner examples and an industry point of view.
- Consultative and solution skills
- Experience leading technical discovery and translating requirements into solution designs.
- Ability to design a well-architected system without being the expert in every part of it.
- Ability to learn the basics of unfamiliar technology quickly.
- Clear explanation of technical tradeoffs to practitioners and decision-makers alike, including handling objections.
- Good judgment under ambiguity.
- Leverages AI to maximize effectiveness in role
- Is Customer First Always-- thats our #1 value here and we live by it
Nice to have
- Experience with Observability or Telemetry Engineering depth
Summarised by NextRaise from the employer’s description, which follows in full below.
Full description from employer
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.
Location: Toronto or Ottawa
Why You'll Love This Role
As a Solutions Engineer, you'll help customers solve hard data problems in complex environments, with real depth in how security teams work.
You will help customers understand their environment, define the right success criteria, and build confidence in an approach that works in practice rather than on a slide. That takes both sides of the job: leading discovery and connecting technical capability to business value, and bringing genuine depth in data architecture, integrations, and environment design.
As An Active Member Of Our Team, You Will…
- Lead technical discovery to understand a customer's environment, requirements, constraints, and success criteria.
- Design customer-specific solutions that combine parts of the platform to fit real architectures and business outcomes.
- Own POV and POC execution end to end, keeping the evaluation tied to agreed success criteria.
- Build credibility directly with security practitioners, including analysts, detection engineers, and security operations leaders, in conversations about their workflow and not just their data pipeline.
- Handle most technical questions and objections yourself, pulling in specialists for edge cases and the hardest evaluations.
- Partner with your Regional Sales Manager on account strategy, opportunity planning, and technical win strategy.
- Build technical champions inside accounts, and expand relationships beyond the first champion when the decision requires it.
- Run the technical sales process with discipline, including CRM hygiene, MEDDPICC alignment, milestones, and follow-through.
- Contribute your expertise to other teammates on your regional SE team.Up to 30% Travel
- 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
- Security depth - For this opening, we are prioritizing security analyst workflow depth. (If you feel like you are a strong candidate with Observability or Telemetry Engineering depth, we'd still like to speak with you.)
- Hands-on experience in or experience working with a security analytics workflow, such as a SOC, detection engineering, threat hunting, or incident response, or experience supporting those teams as a technical resource.
- Working knowledge of SIEM and security analytics platforms and how security teams use them day to day, including where those workflows break down.
- Credibility you can point to: specific practitioner examples and an industry point of view.
- Consultative and solution skills
- Experience leading technical discovery and translating requirements into solution designs.
- Ability to design a well-architected system without being the expert in every part of it.
- Ability to learn the basics of unfamiliar technology quickly.
- Clear explanation of technical tradeoffs to practitioners and decision-makers alike, including handling objections.
- Good judgment under ambiguity.
- Leverages AI to maximize effectiveness in role
- Is Customer First Always-- thats our #1 value here and we live by it
- Foundational technical fluency:
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- Senior-level experience in Sales Engineering, Solutions Architecture, or a similar customer-facing technical role.
- A working foundation in data movement, telemetry pipelines, logging, networking, or data architecture. Depth is welcome, but it is not what we optimize for and it can be built here.
- Experience running hands-on evaluations, POVs, or POCs in cloud, hybrid, and enterprise environments.
#LI-JK1
#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.
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.
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