• 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

• Use a consultative sales approach to identify, pursue, and achieve sales goals • Manage the full sales cycle—from prospecting to closing—with employers, national consultant firms, medical carriers, third-party administrators, and other key influencers within each account

• Identify, develop and execute account strategy to close new business opportunities and expanding revenue with customers across the assigned Territory; independently and cooperatively. • Scope, negotiate and bring to closure agreements to exceed booking and revenue quota targets. • Target and gain access to decision makers in key prospect accounts in the assigned territory. • Establish access and maintain existing relationships with key decision makers (typically at the CIO and CSO level) in industry, partners, and enterprise customers to drive all pertinent issues related to sales strategy and goal attainment. • Collaborate with operative peers across functions (including the Field Sales, Channel, Marketing, Sales Operations, System Engineering, Services, Customer Support, and Product Development) to create visibility with target accounts and drive engagement of target prospects at both the individual contributor and executive level. • Work cooperatively with partners to leverage their established account presence and relationships. • Capture, maintain, and disseminate accurate and relevant prospect information using Salesforce.com.

• Identify, develop and execute account strategy to close new business opportunities and expanding revenue with customers across the assigned region; independently and cooperatively. • Scope, negotiate and bring to closure agreements to exceed booking and revenue quota targets. • Target and gain access to decision makers in key prospect accounts in the assigned territory. • Establish access and maintain existing relationships with key decision makers (typically at the CIO and CSO level) in industry, partners, and mid-market customers to drive all pertinent issues related to sales strategy and goal attainment. • Collaborate with operative peers across functions (including the Field Sales, Channel, Marketing, Sales Operations, System Engineering, Services, Customer Support, and Product Development) to create visibility with target accounts and drive engagement of target prospects at both the individual contributor and executive level. • Work cooperatively with partners to leverage their established account presence and relationships. • Capture, maintain, and disseminate accurate and relevant prospect information using Salesforce.com