Why You’ll Love This Role

Cribl is turning a set of strong individual sales motions into a repeatable, multi-product revenue engine. What gets us there isn't more training - it's consistent execution. That means frontline managers who know what to inspect and coach, sellers who lead with customer value, and operating rhythms that act on leading indicators before pipeline, productivity, or retention are at risk.

As Head of Segment Enablement, you'll design and lead that system across every segment and region. You'll translate company strategy into what each segment must do differently, build the managers who make it stick, and prove the link between enablement and seller behavior, pipeline, ARR growth, customer outcomes, and talent health.

You own the enablement system and its measurable impact. Revenue, retention, and people outcomes are shared with Sales, Revenue Operations, Customer Success, Finance, and People leaders - so you'll have a real seat at the table where those numbers are set and reviewed.

As An Active Member Of Our Team, You Will…

• Set the segment enablement strategy
  • Build annual and quarterly enablement plans for each segment and region, shaped by buyer, deal size, sales cycle, product mix, competitive pressure, and customer maturity.
  • Turn company priorities - solution selling, multi-product growth, customer value realization - into the specific behaviors and plays each segment needs.
  • Run a capacity-based planning and intake model with clear priorities, service levels, and decision rights for when demand outpaces capacity.
• Lead and grow a high-performing team
  • Lead a team of segment enablement leads, setting goals, standards, and operating rhythms, and building bench strength and succession.
  • Hire, coach, and keep top talent in a culture of candid feedback, fast learning, and follow-through.
  • Point the team at the highest-leverage business problems, not activity volume or one-off requests.
• Make solution selling how the field operates
  • Embed Force Management methodology - Command of the Message, MEDDPICC, and the Value Framework - into onboarding, certifications, deal reviews, and manager coaching.
  • Define what great looks like in discovery, value articulation, executive alignment, and mutual action planning, and give sales managers the scorecards and deal-coaching tools to inspect and reinforce it.
  • Embed these selling best practices in the tools and workflows sellers already use - CRM, conversation intelligence, content platforms, forecast and pipeline reviews - rather than one-off events.
  • Partner with Enablement Programs, Product Marketing, Sales, Solutions Engineering, Customer Success, and Partners to align messaging and tailor enablement for every revenue role.
• Multiply impact through frontline managers
  • Build on clear manager expectations - pipeline, deal management, coaching, forecasting, customer outcomes, retention — with a practical development path grounded in real deals, peer learning, and executive sponsorship.
  • Treat manager behavior - what they inspect, coach, and reinforce - as the primary measure of enablement adoption.
• Tie enablement to ARR, retention, and customer value
  • Partner with Sales, Revenue Operations, Solutions Engineering, and Customer Success to track leading indicators across the customer lifecycle, from ramp through expansion and renewal.
  • Feed insights from lost deals, churn, renewals, and customer health back into plays, qualification, and coaching.
  • Evaluate every program on business impact and decide what to scale, fix, or stop.
• Shape AI-powered, personalized enablement
• We're building toward just-in-time coaching and practice personalized to each person's role, segment, tenure, skills, and performance. You'll define what it needs to do for the field and drive adoption; partner teams own the platform.
  • With onboarding and functional leaders, define a baseline skills assessment spanning methodology, product and solution knowledge, industry and persona fluency, discovery, business value, and execution.
  • Define proficiency levels by role and segment, and map each gap to specific practice, coaching, content, and manager actions.
  • Specify the signals that drive recommendations - assessment results, call behavior, pipeline and opportunity data, customer health, account context.
  • Pilot in one or two segments, learn fast, and scale what works, partnering with Enablement Operations, Revenue Operations, Data, and AI teams so guidance shows up in the flow of work.
  • Set governance for content quality, data definitions, model feedback, privacy, and adoption.
  • 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

• 8+ years in revenue enablement, sales leadership, or sales productivity at a high-growth B2B SaaS company, ideally selling complex technical or security/data infrastructure solutions.
• 3+ years managing enablement teams, including leading leads or managers.
• A track record of building enablement for multiple segments or regions at once - for example enterprise and commercial, or North America and international.
• Hands-on experience rolling out a value-based sales methodology; Force Management (Command of the Message, MEDDPICC) strongly preferred.
• Proven ability to tie enablement to business results such as ramp time, pipeline conversion, win rate, and ARR, using CRM and revenue analytics.
• Experience building frontline manager coaching programs that measurably changed manager behavior.
• Credibility with senior sales leaders, plus the executive presence to push back, set priorities, and say no.
• BONUS:
  • Experience enabling a shift from single-product to multi-product or platform selling.
  • Experience enabling 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 or practice tools.
  • Background as a quota-carrying seller, sales manager, or sales engineer.