Regional Sales Manager – Airforce
Cribl
full-time
Posted on:
Location Type: Remote
Location: Washington • United States
Visit company websiteExplore more
About the role
- Build and execute a territory plan to consistently exceed quota selling into the Department of Defense (AirForce)
- 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
Requirements
- 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 the DOD (AirForce)
- 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
- A demonstrated commitment to excellence, ownership, and long-term success (2+ years average tenure in recent roles)
Benefits
- health, dental, and vision insurance
- short-term disability and life insurance
- paid holidays and paid time off
- fertility treatment benefit
- 401(k)
- equity
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills & Tools
strategic salescomplex salesoutbound prospectingpipeline buildingenterprise opportunitiesMEDDICCMEDDPICbusiness case developmentmulti-product saleschannel-led sales
Soft Skills
relationship buildingcustomer outcomes prioritizationtrusted advisorcross-functional collaborationcommunicationownershipcommitment to excellenceforecast accuracyprocess rigoradaptability