---
title: 'Head of Segment Enablement, Revenue Enablement at Cribl'
canonical: 'https://feeny.ai/job/head-of-segment-enablement-revenue-enablement-cribl-united-states-wwxswtvyskkz'
type: 'job'
last_seen: '2026-10-28'
---

# Head of Segment Enablement, Revenue Enablement at Cribl

- **Company:** Cribl
- **Location:** United States
- **Compensation:** $187k–$250k
- **Work type:** remote
- **Posted:** 2026-10-23
- **Last confirmed live:** 2026-10-28
- **Apply:** https://cribl.io/job-detail/?gh_jid=6233569004

## Job description

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 great looks like in discovery, value articulation, executive alignment, and mutual action planning, and give sales managers the scorecards and deal-coaching tools to inspect and reinforce it.
- Embed these selling best practices in the tools and workflows sellers already use - CRM, conversation intelligence, content platforms, forecast and pipeline reviews - rather than one-off events.
- Partner with Enablement Programs, Product Marketing, Sales, Solutions Engineering, Customer Success, and Partners to align messaging and tailor enablement for every revenue role.
- Multiply impact through frontline managers
- Build on clear manager expectations - pipeline, deal management, coaching, forecasting, customer outcomes, retention — with a practical development path grounded in real deals, peer learning, and executive sponsorship.
- Treat manager behavior - what they inspect, coach, and reinforce - as the primary measure of enablement adoption.
- Tie enablement to ARR, retention, and customer value
- Partner with Sales, Revenue Operations, Solutions Engineering, and Customer Success to track leading indicators across the customer lifecycle, from ramp through expansion and renewal.
- Feed insights from lost deals, churn, renewals, and customer health back into plays, qualification, and coaching.
- Evaluate every program on business impact and decide what to scale, fix, or stop.
- Shape AI-powered, personalized enablement
- We're building toward just-in-time coaching and practice personalized to each person's role, segment, tenure, skills, and performance. You'll define what it needs to do for the field and drive adoption; partner teams own the platform.
- With onboarding and functional leaders, define a baseline skills assessment spanning methodology, product and solution knowledge, industry and persona fluency, discovery, business value, and execution.
- Define proficiency levels by role and segment, and map each gap to specific practice, coaching, content, and manager actions.
- Specify the signals that drive recommendations - assessment results, call behavior, pipeline and opportunity data, customer health, account context.
- Pilot in one or two segments, learn fast, and scale what works, partnering with Enablement Operations, Revenue Operations, Data, and AI teams so guidance shows up in the flow of work.
- Set governance for content quality, data definitions, model feedback, privacy, and adoption.
- 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

- 8+ years in revenue enablement, sales leadership, or sales productivity at a high-growth B2B SaaS company, ideally selling complex technical or security/data infrastructure solutions.
- 3+ years managing enablement teams, including leading leads or managers.
- A track record of building enablement for multiple segments or regions at once - for example enterprise and commercial, or North America and international.
- Hands-on experience rolling out a value-based sales methodology; Force Management (Command of the Message, MEDDPICC) strongly preferred.
- Proven ability to tie enablement to business results such as ramp time, pipeline conversion, win rate, and ARR, using CRM and revenue analytics.
- Experience building frontline manager 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](https://cribl.io/about-us/).

## About Cribl

## Company Overview
- **One-liner**: Cribl is the AI Platform for Telemetry, providing a vendor-agnostic platform to manage, route, shape, store, and analyze IT and security telemetry data at scale.
- **Entity Type**: Private (Series E, $3.5B valuation as of January 2026)
- **Headquarters**: San Francisco, California, USA
- **Founded**: 2018
- **Founders**: Clint Sharp, Dritan Bitincka, and Ledion Bitincka

## Core Business
- **Primary industries**: IT operations, observability, security (SIEM/SOC), data infrastructure
- **Target customers**: B2B, primarily large enterprises (50% of the Fortune 100), government agencies
- **Mission / purpose**: "Give customers the choice, control, and flexibility to manage, investigate, and analyze telemetry for both humans and agents, with no lock‑in, no data loss, and no compromises."

## Products & Services
- **Cribl Stream**: Data routing and shaping pipeline for collecting, processing, and forwarding telemetry to any destination.
- **Cribl Edge**: Lightweight agent for collecting and forwarding telemetry from edge environments.
- **Cribl Search**: Vendor-agnostic search-in-place analytics tool that queries data across multiple sources without moving it.
- **Cribl Lake**: Low-cost object storage tiering for telemetry data.
- **Cribl Lakehouse**: Next-generation architecture for IT and security data combining lake storage with query capabilities.
- **Cribl.Cloud**: SaaS platform for onboarding data to logging tools, metrics databases, and cloud data warehouses.
- **Agentic AI enhancements**: AI-powered investigations and automation for SREs and security teams.

All products are offered as SaaS, self-managed software, or hybrid deployments.

## Market Standing
- **Valuation**: $3.5 billion (Series E, January 2026)
- **Key Metric**: $300M+ Annual Recurring Revenue (ARR) as of December 2025
- **Total Funding**: $319M Series E (Jan 2026), $150M Series D (led by Tiger Global Management), $200M Series C (led by Greylock and Redpoint Ventures), $35M Series B (led by Sequoia Capital), $7.4M Series A, $4M Seed
- **Notable Investors/Partners**: Sequoia Capital, Greylock, Redpoint Ventures, Tiger Global Management, CRV; customers include half of the Fortune 100
- **Growth Signals**: Surpassed $300M ARR; previously grew 70%+ YoY; achieved FedRAMP Authority to Operate (March 2026); ranked #1 on Forbes’ List of America’s Best Startup Employers (2024); 1,400+ employees

## Competitive Advantages
- **Vendor-agnostic architecture**: No lock‑in to any single data platform or cloud provider.
- **Search-in-place capability**: Query data where it resides (cheap storage, existing tools) without costly data movement.
- **End-to-end telemetry platform**: Combines ingest, routing, storage, search, and AI in one unified product suite.
- **Enterprise scale**: Proven with 50% of the Fortune 100 and government agencies (FedRAMP authorized).

## Strategic Focus
- **AI-era infrastructure**: Building the telemetry foundation for copilots, agents, and AI-driven investigations.
- **Agentic AI enhancements**: Adding autonomous investigation and automation features to Cribl Search.
- **Product expansion**: Growing Cribl Lakehouse and Cribl.Cloud for simplified data management.
- **Government and regulated markets**: Leveraging FedRAMP authorization to expand in the public sector.
- **Continued growth**: Scaling headcount, ARR, and customer base while maintaining a strong culture.

## Why Work Here
- **Culture**: Emphasizes “Get Real” (authenticity), “Output > Input” (results over hours), “Excellence over Perfection” (progress over polish), and “All Hooves on Deck” (collaboration).
- **Remote-first**: Designed for asynchronous work, detailed documentation, and life‑friendly flexibility. Company and team offsites happen a few times a year.
- **Career growth**: Rotational programs, mentorship, clear career pathways, and a focus on helping employees “do your best work.”
- **Perks & benefits**: Competitive salary, stock options, comprehensive benefits tailored by country. 9 Employee Resource Groups with >45% employee participation.
- **Engineering focus**: “Build high-quality products that empower customers”; bar raisers given projects, guidance, and roadmaps.
- **Awards**: Voted best place to work by Forbes, with strong employee satisfaction scores.

## Sources
1. [cribl.io/about-us](https://cribl.io/about-us/)
2. [cribl.io](https://cribl.io/)
3. [cribl.io/careers](https://cribl.io/careers/)
4. [cribl.io/careers/culture-at-cribl](https://cribl.io/careers/culture-at-cribl/)
5. [cribl.io/careers/engineering](https://cribl.io/careers/engineering/)

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