Regional Sales Manager, Airforce (PubSec) Full Time

Cribl does differently. 

What does that mean? It means we are a serious company that doesn’t take itself too seriously; and we’re looking for people who love to get stuff done, and laugh a bit along the way. We’re growing rapidly – looking for collaborative, curious, and motivated team members who are passionate about putting customers first. As a remote-first company we believe in empowering our employees to do their best work, wherever they are.

As the data engine for IT and Security many of the biggest names in the most demanding industries trust Cribl to solve their most pressing data needs. Ready to do the best work of your career? Join the herd and unlock your opportunity.

Why You’ll Love This Role We are looking for an ambitious Regional Sales Manager who puts customers first and will help our customers do more with less when operating and securing their enterprises. Cribl sells to organizations large and small, but we are looking for a Regional Sales Manager with experience selling large and complex deals to The United States Department of Defense (Airforce).

Key Responsibilities

1. Strategic Sales Planning

You will develop and execute regional sales strategies tailored to the Airforce and public sector. This includes market analysis, competitor assessment, and identifying growth opportunities.

2. Client Relationship Management

Building and maintaining strong relationships with government officials, defense personnel, and procurement teams is essential. Trust and credibility are key in this sector.

3. Business Development

Actively seek out new opportunities within the public sector. This may include responding to RFPs (Requests for Proposals), attending defense expos, and networking with key stakeholders.

4. Team Leadership

Lead and mentor a team of sales professionals within your region. Provide guidance, set targets, and ensure that the team remains motivated and aligned with company goals.

5. Sales Performance Monitoring

Track sales metrics, prepare reports, and present performance updates to senior management. Continuous improvement is a key aspect of this role.

6. Compliance and Documentation

Ensure all sales activities comply with government regulations and internal policies. Maintain accurate records of contracts, proposals, and communications.

Required Skills and Qualifications

To succeed in this role, candidates should possess a mix of technical knowledge, leadership ability, and interpersonal skills:

• Bachelor’s degree in Business, Marketing, or a related field (MBA preferred)
• Proven experience in sales management, preferably in defense or public sector
• Strong understanding of government procurement processes
• Excellent communication and negotiation skills
• Leadership and team management capabilities
• Ability to work under pressure and meet deadlines
• Strategic thinking and problem-solving skills

Experience working with Airforce or defense organizations is a strong advantage, as it helps in understanding the unique needs and challenges of the sector.

A successful Regional Sales Manager at Cribl can clearly articulate our value proposition and execute on proven sales processes. The great part is, Cribl demonstrates a clear and simple ROI to our customers. We are looking for people who love to get stuff done, and laugh a bit along the way. Cribl is a serious company that doesn’t take itself too seriously.

As An Active Member Of Our Team, You Will…

• 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

If You’ve Got It – We Want It

• 7+ years of success in strategic, complex sales within the DOD ( AirForce)
• 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

• Benefits of the Role

  1. Competitive Salary and Incentives

  This position typically offers an attractive salary package along with performance-based bonuses and incentives.

  2. Career Growth Opportunities

  Working in the public sector, especially with Airforce-related projects, provides excellent exposure and opportunities for career advancement.

  3. Professional Development

  Many organizations invest in training and development programs to enhance your skills and keep you updated with industry trends.

  4. Networking Opportunities

  You will have the chance to interact with high-level officials and industry leaders, expanding your professional network significantly.

  5. Job Stability

  Public sector roles often provide greater job security compared to other industries.

  6. Sense of Purpose

  Contributing to projects that support national defense and public services brings a strong sense of pride and purpose.

The salary for this role is dependent on geographic location. The salary offered within the range described will be based on the individual candidate’s job-related knowledge, skills, and experience. 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. The total compensation offered for this position will include a commission/incentive plan.

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.