Honeycomb.io

• Create a high-performance culture across your region by fostering collaboration, trust, and open communication within a diverse sales team. • Encourage healthy conflict resolution and empower team members to learn from each other while maintaining mutual respect. • Develop and execute a regional sales strategy (territory plans, pipeline development) that aligns with Honeycomb’s broader revenue and growth objectives. • Analyze market trends and customer insights to inform forecasts, refine the approach, and accelerate decision-making to drive sustained growth. • Communicate vision and direction clearly, ensuring your team understands evolving strategies, product updates, and priority changes. • Foster transparency and honesty by regularly offering and soliciting direct, constructive feedback that keeps the team motivated and on track. • Mentor and coach a regional sales team (including Account Executives, potentially SDRs/BDRs) by setting individualized growth plans and skill-development goals. • Invest in your own learning (market knowledge, leadership best practices) to elevate both your personal impact and the overall team’s capabilities. • Manage the entire sales cycle—from prospecting to negotiation to close—while keeping cross-functional success in mind (collaborating with Marketing, Solutions Engineering, and Customer Success). • Demonstrate budget and resource stewardship by making data-driven decisions that support Honeycomb’s mission and yield strong ROI. • Meet and exceed sales targets by aligning regional initiatives with Honeycomb’s strategic imperatives. • Track metrics and performance (pipeline coverage, forecast accuracy) to ensure progress toward both quarterly and annual revenue goals, reporting regularly to the CRO and other executives.

• What you’ll do in the role: • What you’ll bring to the role:

Role Description We’re looking for an Account Executive (AE) to take advantage of our strong market position to drive sales. The ideal candidate will thrive in a fast-paced work environment that rewards initiative and judgment with autonomy and responsibility. You should love the thrill of the hunt, and should have experience bridging technical benefits with business cases. - Articulate the Honeycomb product value proposition and tailor our ROI message to the customer’s discovered use case. - Work with marketing to ensure a consistent feedback loop from the field. - Conduct sales activities including prospecting and developing opportunities within SMB and mid-market accounts. - Conduct discovery calls, presentations, and demos with a technical audience, while driving the conversation towards ROI and business pain. - Navigate from individual contributors and practitioners to technical and business decision makers in the account. - Focus on customers’ satisfaction. Know the customer’s business and workflows, develop proper contact network within accounts. - Develop expansion opportunities from our existing customer base to land upsells. - Provide timely and accurate forecasts, based on evidence and not hope, and clear visibility on sales and revenue performance by actively handling your pipeline of opportunities. - Leverage and coordinate cross-functional internal teams (Engineering, Marketing, Product, Customer Success) to efficiently navigate sales cycles. - Track all opportunity and customer details including use case, purchase time frames, next steps, and forecasting in Salesforce. - Work strategically with management to identify trending opportunities/challenges, and provide recommended solutions. - Work with management to build strategic territory and account plans. - Contribute to post-mortem analysis on wins/losses. - Provide account leadership and direction in the pre and post-sales process. - Ensure the successful implementation and adoption of Honeycomb through strong account management activities and coordination with pre-and-post sales engineering and support resources. - Be the voice of the customer by contributing product ideas. Qualifications - 2-3 years of experience in a SaaS selling environment. Preferably at an APM, Monitoring or Log Management SaaS provider and with a record of exceeding quota. - Experience developing and/or managing full sales cycles from prospect to close, particularly to engineering teams at small to medium sized accounts. - A strong understanding of the software development lifecycle, preferably gained by selling software products that target a part of it. - Experience working with customer champion to scope an achievable, valuable POC to appeal to the buyer. - Demonstrated ability to build effective territory plans and generate self-sourced opportunities within a defined territory. - A true desire to see customers benefit from the investment they make with you. - Ability to leverage established relationships and proven sales techniques for success. - Strong written/verbal communication skills, motivated, driven and results-oriented. - Preferred experience in negotiation, presentation and closing. - You share our values, and work in accordance with those values. - Plus: Experience with MEDDPIC/ CoM. Requirements - On Target Earnings (OTE) based on level of experience (Base + Commission): $180,000 — $210,000 USD. - Base Salary based on level of experience: $90,000 — $105,000 USD. Benefits - A stake in our success - generous equity with employee-friendly stock program. - It’s not about how strong of a negotiator you are - our pay is based on transparent levels relative to experience. - Time to recharge with unlimited PTO. - A distributed-first mindset and culture (really!). - Home office, co-working, and internet stipend. - Full benefits coverage for employees, with additional coverage available for dependents. - Up to 16 weeks of paid parental leave, regardless of path to parenthood. - Annual development allowance. - And much more...

• Design, build, and deliver backend systems and APIs. • Build and maintain full-stack product features. • Provide technical leadership. • Collaborate across disciplines. • Support and own your software in production. • Communicate clearly and multiply your impact.

• Design, test, and optimize multi‑channel outbound cadences (email, call, social, video) that consistently exceed monthly SQL quota. • Perform deep account and stakeholder research to craft persona‑specific value propositions that resonate with engineering, DevOps, and executive audiences. • Lead crisp, pain‑focused discovery conversations to quantify business impact and set up multi‑threaded sales cycles for your AE partners. • Own territory hygiene: monitor your dashboards (Salesforce, LinkedIn, outreach tools, etc), prioritize based on intent signals, and maintain impeccable data integrity. • Run A/B tests on messaging, channels, and offers; scale winning plays and document them for the global SDR team. • Mentor junior SDRs, facilitating enablement sessions and providing deal‑level coaching. • Surface frontline feedback and competitive intelligence to Product, Marketing, and RevOps, influencing roadmap and GTM strategy. • Live a growth mindset: set self‑directed stretch goals and hold yourself accountable to top‑5 % performance standards.

• Design, build, and deliver backend systems and APIs. • Build and maintain full-stack product features. • Provide technical leadership. • Collaborate across disciplines. • Support and own your software in production. • Communicate clearly and multiply your impact.

• Design, build, and deliver backend systems and APIs. • Build and maintain full-stack product features. • Provide technical leadership. • Collaborate across disciplines. • Support and own your software in production. • Communicate clearly and multiply your impact.

• Own the developer feedback loops — the CI/CD, testing, dependency management, and tooling that let the whole org ship faster and more safely. • Lead AI-partnered development — incubate what the next chapter of AI-assisted engineering looks like at Honeycomb, for both human engineers and agents, and how observability plays into it. • Prove the ROI — define and track the developer-productivity and satisfaction metrics that give leadership confidence in the team's impact. • Lead change across the org — bring engineers inside and outside your team along, helping them welcome change rather than resist it. • Grow the team — support engineers and your manager community First Team through 1:1s, career development, and feedback loops.

• Design, test, and optimize multi‑channel outbound cadences (email, call, social, video) that consistently exceed monthly SQL quota. • Perform deep account and stakeholder research to craft persona‑specific value propositions that resonate with engineering, DevOps, and executive audiences. • Lead crisp, pain‑focused discovery conversations to quantify business impact and set up multi‑threaded sales cycles for your AE partners. • Own territory hygiene: monitor your dashboards (Salesforce, LinkedIn, outreach tools, etc), prioritize based on intent signals, and maintain impeccable data integrity. • Run A/B tests on messaging, channels, and offers; scale winning plays and document them for the global SDR team. • Mentor junior SDRs, facilitating enablement sessions and providing deal‑level coaching. • Surface frontline feedback and competitive intelligence to Product, Marketing, and RevOps, influencing roadmap and GTM strategy. • Live a growth mindset: set self‑directed stretch goals and hold yourself accountable to top‑5 % performance standards.

• Own and operate customer-facing managed infrastructure including Refinery as a Service (RaaS) and Honeycomb Private Cloud (HnyPC) deployments across multiple AWS accounts and regions. • Build and maintain Terraform modules, Helm charts, and deployment automation for provisioning and managing customer EKS clusters, collector pools, and Refinery instances. • Design and implement monitoring, alerting, and observability for managed service infrastructure - using Honeycomb to monitor Honeycomb. • Manage scaling, upgrades, and incident response for customer deployments, including capacity planning and cost optimization across AWS infrastructure. • Building autonomous deployment and management tooling for field-operated managed services. • Serve as the senior technical escalation point for our most challenging customer situations - production incidents, complex collector configurations, Refinery tuning, and architecture reviews that exceed the scope of standard technical roles. • Diagnose and resolve deep infrastructure and observability issues spanning distributed systems, Kubernetes clusters, AWS networking (ALBs, PrivateLink, NLBs, VPCs), and polyglot service meshes. • Partner directly with customer SRE, platform, and engineering teams to troubleshoot real-time production issues, often under time pressure and with direct revenue impact. • Participate in an on-call rotation for managed services (Refinery as a Service, Honeycomb Private Cloud), providing Tier 2 escalation support for customer-facing infrastructure issues. • Build and maintain SOPs, runbooks, and diagnostic frameworks that accelerate resolution for the broader field and support teams. • Contribute to and maintain OpenTelemetry distributions, collectors, exporters, and instrumentation libraries that our customers depend on. • Represent Honeycomb in the OpenTelemetry community - participating in SIGs, reviewing PRs, triaging issues, and driving adoption of best practices. • Build reference architectures, sample collector configurations, and integration guides that demonstrate effective instrumentation patterns for common customer environments (Kubernetes, ECS, serverless).