Role Description We are seeking a Strategic Sales Representative who is ambitious, adaptable, and enthusiastic. A successful Strategic Sales Rep at Cribl will clearly articulate our value proposition and execute on proven sales processes. This rep will come with accountability and ownership, specifically in meeting leading indicators. Most importantly, we put our customers first, always. We are looking for a rep who will do just that. The ideal candidate will come with expertise in creating customer-centric solutions and be able to build strong enduring relationships with our customers. Please note, this is a remote position based out of the Pacific Northwest. We are looking for candidates to live local to the territory, and with a track record of successfully selling into the region. As An Active Member Of Our Team, You Will… - Develop a business plan to overachieve sales goals - Manage and maintain the entire sales ecosystem from generating leads through closing - Help customers understand the value of Cribl during the sales process - Articulate our value proposition up and down the organization, from engineer up to CxO - Forecasting predictably and hitting sales targets - Occasionally perform duties outside your standard working hours Qualifications - 7+ years of Strategic Security Sales experience selling into Fortune Level Organizations calling on Security (SIEM & Observability) & IT Personas (CISCO/CIO’s) - Experience working with at least one earlier stage start-up organization <1000 employees or has demonstrated entrepreneurial skills throughout their career - Proven track record of landing and expanding 7 figure deals - Success selling to G2K companies, and developed at least one new logo from scratch - Experience selling through a channel led motion - Able to create demand in a territory and selling un-budgeted solutions - Background using MEDDIC Requirements - Base Salary Range: $150,000-$165,000 - The salary for this role is dependent on geographic location. - The total compensation offered for this position will include a commission/incentive plan. Benefits - Health, dental, and vision insurance - Short-term disability and life insurance - Paid holidays and paid time off - Fertility treatment benefit - 401(k) - Equity Company Description 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.

• Take the lead in marketing and selling computer hardware solutions • Establish strong customer relationships • Understand customer needs and provide tailored recommendations • Contribute to the company's growth in a dynamic sector

• Lead, coach, and develop a team of 6-8 hunter Account Executives • Drive team to exceed new logo ARR targets ($4-6M annually) • Achieve team quota attainment of 100%+ consistently • Maintain team retention rate of 85%+ • Conduct weekly 1-on-1 coaching sessions with each team member • Conduct regular team meetings that inspire, excite and energise the team • Provide real-time coaching on calls, demos, and negotiations • Develop individualised performance improvement plans • Build prospecting excellence and hunter methodology expertise • Promote top performers and develop future leaders • Lead weekly pipeline reviews and forecast calls • Ensure team maintains 3x+ pipeline coverage • Provide accurate weekly/monthly forecasts to leadership • Monitor deal progression and remove blockers • Set clear expectations and hold team accountable • Address underperformance quickly and effectively • Recognize and reward top performers • Manage performance improvement plans when necessary • Hire top hunter talent to fill team vacancies • Execute comprehensive 30/60/90 day onboarding • Ensure new hires ramp to productivity within 90 days • Execute regional sales strategy and initiatives • Collaborate with Marketing, Channel, Sales Engineering, and Customer Success • Represent team in leadership meetings • Drive continuous improvement and best practice sharing

This description is a summary of our understanding of the job description. Click on 'Apply' button to find out more. Role Description The overall responsibility of the Associate Specialist is to provide territory support to the STAR Surgical Specialist, Senior Specialist and/or Executive Specialist in assigned territory. - Works collectively with STAR Consultant to determine who to target and where to best spend time. - Develops solid relationships and rapport with both existing MTF customers as well as targets. - Develops strong knowledge of MTF tissue forms and uses Prof Education and clinical data appropriately to develop solid MTF champions. - Attends surgical cases, sometimes with short notice, as assigned by Star Consultant to assure tissues/products are used appropriately by end users in the operating room. - Provides instruction to OR staff/surgeons on proper preparations and utilization of allografts during surgery. - Generates use of products by utilizing customer champions and by educating customers with provided sales collateral and clinical papers. - Assists STAR Consultant in achieving annual sales goals for territory. - Pentrates target accounts and uses proper sales skills including but not limited to probing, supporting evidence and closing. - Assists in inventory management, including consignment audit reporting. - Responsible for POR's including ordering inventory for cases, obtaining purchases orders for grafts used and completing return process for unused inventory. - Forms effective relationships with surgeons, nursing personnel, materials management staff, purchasing personnel and other allied surgical administrative staff at hospital and surgery centers. - Displays strong product line knowledge and product features and benefits. Attains and maintains proficiency in surgical procures and OR protocols. - Communicates pertinent information from surgical cases attended to STAR Consultant. - Assists in driving attendance to MTF Professional Education events. - Obtains purchase orders for products and submits orders to Consultant Support from assigned accounts. - Completes administrative duties on time including expense reports within required time for submission. - Stays current with company communications through the use of technology which includes but is not limited to email, voicemail, conference calls, and meetings. Qualifications - Bachelor's Degree Required. - Must have at least 2 years business to business, pharmaceutical or medical device sales experience. - Documented sales success in both generating new sales and maintaining existing business in accounts. - Demonstrated interpersonal skills including the ability to build relationships. - Enable to openly communicate with both sales prospects and corporate management. - Must be a self-starter with strong time management and planning skills and teamwork skills. - Demonstrated proficiency in PC applications including Microsoft Word, Excel, Outlook, & PowerPoint. - Ability to maintain a home office and use personal automobile to travel extensively. - Ability to work independently or in teams. - Licensed driver with recent model year vehicle that is well maintained and insured. - Prefer residency within the geographic boundaries of the sales territory. - Must be willing and able to be compliant with any and all Vendor Credentialing requirements including, but not limited to, all required vaccinations. - Must be able to stand for long periods of time in an operating room environment or at a tradeshow. - Overnight travel may be required. Some travel during evenings and weekends as needed. - Must be able to travel extensively by car, plane, and train throughout the United States. Benefits - 4 weeks Paid Time Off (PTO). - Paid Holidays. - Medical, Dental, Vision Insurance and Prescription Drug Insurance. - 401K plan with company match. - Short & Long Term Disability. - Life & Accidental Death Insurance. - Tuition Reimbursement. - Health Care/Dependent Care Flexible Spending Accounts. - Adoption Assistance. - Voluntary Benefits (e.g., Pet Insurance, Legal, home and auto insurance). - Sword Health (at home Physical Therapy).