Sales Development Representative

What does it mean to be a Sales Development Representative at Cribl?

Cribl does differently. We are a serious company that doesn't take itself too seriously, seeking individuals who love to get things done and enjoy the process. We're experiencing rapid growth and are looking for collaborative, curious, and motivated team members who prioritize customers. As a remote-first company, we empower our employees to perform their best work from anywhere.

As the data engine for IT and Security, many of the biggest names in demanding industries trust Cribl to address their most critical data needs. Are you ready to do the best work of your career? Join the herd and unlock your opportunity.

Why You'll Love This Role

Become a GOAT at Cribl, where our collaborative herd culture means we achieve more together and celebrate every success. As a Sales Development Representative, you'll utilize a best-in-class tech stack to initiate high-impact conversations and generate real Annual Recurring Revenue (ARR), all while fostering personal and professional growth. We champion individuality, curiosity, and a supportive atmosphere. Plus, we're recognized as a Forbes and Fortune best workplace. If you're eager to make a difference, have fun, and reach new heights with an exceptional team, come join us!

Your Responsibilities as an Active Member of Our Team

• Qualify, follow up, educate, and develop a substantial volume of inbound and outbound leads to advance prospects through Cribl’s sales process.
• Efficiently respond to and qualify inbound marketing leads according to established Service Level Agreements (SLAs).
• Generate sales-ready meetings and opportunities for sales executives, adhering to Cribl’s qualification criteria.
• Research target new accounts, identify key personas, add contacts, gather emails, and generate interest through cold discovery calls and email campaigns.
• Leverage taught sales techniques to maximize customer interactions and provide high-level product introductions.
• Utilize strong selling and influencing skills to understand customer needs and business challenges, effectively pitching how Cribl solutions address them.
• Log, track, and maintain Salesforce consistently, following Cribl’s lead-to-opportunity flow process.
• Accurately distribute leads/meetings through discovery to assigned sales executives.
• Consistently achieve meeting quotas to ensure territory revenue and growth objectives are met.
• Work closely with Sales Directors and attend customer meetings as required.
• Attend sales meetings, training sessions, and local trade shows to stay current with technology trends.
• Collaborate directly with marketing to continuously improve lead quality, conversion rates, and pipeline generation.
• As a remote-first company operating across many time zones, you may occasionally need to perform duties outside standard working hours.

What You'll Bring

• Minimum of 1-3 years of previous prospecting experience.
• Familiarity with sales systems, specifically Salesforce, Outreach.io, and ZoomInfo, along with other prospecting tools.
• Excellent written and verbal communication skills.
• Strong business and technical acumen.
• Highly motivated, driven, and self-starting individual.
• Ability to thrive in a fast-paced, team-oriented environment.
• Ability to understand customer needs and successfully align them with product solutions.
• Excellent time management and organizational skills.
• Prior lead generation or sales prospecting experience and a college degree will enhance your consideration.

Compensation & Benefits

The base salary range for this role is $56,000 - $63,000. The total compensation package includes a commission/incentive plan, and the salary is dependent on geographic location. The offered salary will be based on the individual candidate’s job-related knowledge, skills, and experience. In addition to a competitive salary, Cribl offers a generous benefits package including health, dental, vision, short-term disability, and life insurance, paid holidays and paid time off, a fertility treatment benefit, 401(k), and equity.

Key skills/competency

• Lead Qualification
• Sales Prospecting
• CRM Management (Salesforce)
• Outbound Sales
• Inbound Lead Management
• Communication Skills
• Business Acumen
• Technical Acumen
• Time Management
• Pipeline Generation