Head of Segment Enablement, Revenue Enablement

About this role

Lead segment and regional revenue enablement across Cribl, turning company strategy into consistent selling behaviors and operating practices. Build manager coaching and solution-selling capabilities, and measure enablement’s impact on seller performance, ARR, retention, and customer outcomes.

About the company

Cribl builds observability pipelines that route, reshape, and reduce telemetry data before it reaches downstream tools. It serves teams that need more control over log, metric, and trace costs.

What you'll do

• Set annual and quarterly enablement strategies for each segment and region, with clear priorities and capacity planning.
• Lead, develop, and grow a team of segment enablement leads.
• Embed Force Management methodology and solution-selling practices into onboarding, certifications, deal reviews, coaching, and seller workflows.
• Build frontline manager coaching and development programs, using manager behavior as a key measure of adoption.
• Partner across Sales, Revenue Operations, Solutions Engineering, Customer Success, and other teams to connect enablement to pipeline, ARR, retention, and customer value.
• Use customer, deal, and performance insights to improve programs and determine what to scale, fix, or stop.
• Define and pilot personalized, AI-powered coaching and practice, including skills assessments, proficiency levels, recommendation signals, and governance.

What we're looking for

• 8+ years in revenue enablement, sales leadership, or sales productivity at a high-growth B2B SaaS company.
• 3+ years managing enablement teams, including leading team leads or managers.
• Experience building enablement across multiple segments or regions.
• Hands-on experience implementing a value-based sales methodology; Force Management and MEDDPICC preferred.
• Track record tying enablement to business results using CRM and revenue analytics.
• Experience building frontline manager coaching programs that measurably change behavior.
• Credibility with senior sales leaders and ability to set priorities and push back.

Nice to have

• Experience enabling a transition from single-product to multi-product or platform selling.
• Experience with 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 tools.
• Background as a quota-carrying seller, sales manager, or sales engineer.

Benefits

• Health, dental, vision, short-term disability, and life insurance.
• Paid holidays and paid time off.
• Fertility treatment benefit.
• 401(k) and equity.