Honeycomb.io

• Ship AI product features. • Work on agent infrastructure. • Work full-stack. • Own your software in production. • Work with design and product.

• Own the technical strategy for complex sales opportunities, partnering closely with Account Executives and sales leadership to move deals forward. • Lead discovery, solution design, and technical validation for customer environments with multiple stakeholders and competing requirements. • Run complex evaluations and proofs of concept end-to-end, including success criteria, technical execution, risk identification, and debrief. • Translate customer architectures into clear solution narratives that connect Honeycomb’s platform to engineering priorities and business outcomes. • Deliver compelling demos, workshops, and technical presentations tailored to audiences ranging from practitioners to director-level stakeholders. • Get hands-on when it matters: support instrumentation strategy, troubleshoot integration issues, and help customers prove value in real environments. • Manage competitive evaluations and bake-offs with strong judgment, disciplined execution, and a clear point of view on Honeycomb’s differentiation. • Identify technical and strategic risks across active deals and proactively adjust the evaluation approach when needed. • Partner across Sales, Product, Field Engineering, Marketing, and DevRel to unblock deals and improve the overall go-to-market motion. • Contribute reusable architectures, demo assets, and technical content that increase team effectiveness and scale best practices. • Bring structured field insight back into the company to help inform product feedback, messaging, and technical strategy. • Mentor more junior Solution Architects through collaboration, coaching, and shared learning.

• Own the technical strategy for complex sales opportunities, partnering closely with Account Executives and sales leadership to move deals forward. • Lead discovery, solution design, and technical validation for customer environments with multiple stakeholders and competing requirements. • Run complex evaluations and proofs of concept end-to-end, including success criteria, technical execution, risk identification, and debrief. • Translate customer architectures into clear solution narratives that connect Honeycomb’s platform to engineering priorities and business outcomes. • Deliver compelling demos, workshops, and technical presentations tailored to audiences ranging from practitioners to director-level stakeholders. • Get hands-on when it matters: support instrumentation strategy, troubleshoot integration issues, and help customers prove value in real environments. • Manage competitive evaluations and bake-offs with strong judgment, disciplined execution, and a clear point of view on Honeycomb’s differentiation. • Identify technical and strategic risks across active deals and proactively adjust the evaluation approach when needed. • Partner across Sales, Product, Field Engineering, Marketing, and DevRel to unblock deals and improve the overall go-to-market motion. • Contribute reusable architectures, demo assets, and technical content that increase team effectiveness and scale best practices. • Bring structured field insight back into the company to help inform product feedback, messaging, and technical strategy. • Mentor more junior Solution Architects through collaboration, coaching, and shared learning.

• Support people success, as point of contact to managers and team members including internal mobility, compensation/bonuses, benefits support, grievances, accessibility & accommodation, job information changes, etc • Serve as the operational backbone for people data and documentation maintaining HRIS employee records, contracts, amendments, and policies with a high bar for accuracy, integrity, and compliance. • In partnership with people programs, support improvement and implementation of people lifecycle processes and programs including onboarding, reviews, promotions/bonus, mobility, succession planning, and exits. • Administer and continuously improve our benefits programs, serving as the primary point of contact for day-to-day employee support and vendor operations. • Support benefit enrollments alongside our broker, including employee communications, vendor coordination, and data accuracy in our HRIS. • Manage all leaves of absence (FMLA, parental, medical, disability, personal) — coordinating across employees, managers, carriers and brokers to deliver a compliant and supportive experience. • Use employee feedback to measure, iterate, and maximize the value of a competitive benefits and perks program that employees actively use and appreciate. • Ensure Honeycomb remains compliant with federal and state employment laws, including FMLA/CFRA, ADA, FLSA, and pay transparency requirements. Build predictable workstreams and roll out communications to ensure proactive preparation for compliance needs coming up. • Maintain accurate and confidential employee records; own HR data integrity across our systems. • Develop, update, and communicate HR policies and the employee handbook as the company evolves. • Partner with team leadership, legal counsel, and outside advisors on employment matters, immigration support, and classification questions.

• 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.

• 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 and 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.

Role Description Honeycomb is a service for the near and present future, defining observability and raising expectations of what developer tools can do! We’re working with well-known companies like HelloFresh, Slack, LaunchDarkly, and Vanguard across a range of industries. This is an exciting time in our trajectory, we’ve closed Series D funding, scaled past the 200-person mark, and were named to Forbes’ America’s Best Startups of 2022 and 2023! The Solution Architecture team sits at the intersection of technology, customer advocacy, and revenue, working on Honeycomb’s most strategic opportunities. We partner with world-class engineering organizations to solve complex observability challenges and change how teams build and operate software. This is a team of hands-on technical leaders who want to shape major customer decisions, influence go-to-market strategy, and redefine what great technical selling looks like. What you’ll do in the role: - Own the technical sales motion on a portfolio of mid-market to enterprise accounts across AMER, partnering closely with sales to drive deals forward. - Lead discovery, solution design, and technical conversations that connect Honeycomb’s platform to real engineering and business priorities, from first call through close. - Drive the technical win. Define success criteria, run POCs, navigate competitive evaluations, and build stakeholder confidence with engineering teams and technical buyers. - Engage with engineering leaders, platform teams, and SRE organizations on observability best practices and AI-era workflows. - Translate complex customer environments into clear architectures and solution narratives that resonate with both hands-on practitioners and technical decision-makers. - Leverage AI tools to work efficiently and creatively while maintaining accuracy and reliability. - Get hands-on when it matters. Instrument applications, troubleshoot technical blockers, and help customers prove outcomes in real environments. - Contribute to the team’s technical library: demos, solution frameworks, reference architectures, and repeatable assets that make the whole team more effective. - Deliver demos, workshops, and technical presentations that create conviction. - Collaborate across Sales, Product, Marketing, Field Engineering, and DevRel to strengthen the go-to-market motion and improve how we show up for customers. - Bring customer and field signals back into the company. Contribute to roadmap conversations and help shape how we demo and position the product. - Share what you know. Help onboard newer team members, document what works, and contribute to a culture of learning and continuous improvement. Qualifications - 5+ years of pre-sales, solution architecture, or customer-facing technical experience in B2B SaaS with a highly technical ICP, focusing on enterprise or mid-market accounts. - A consistent track record of winning competitive, multi-stakeholder deals with technical buyers and navigating complex evaluation processes. - Experience selling into developer, platform, SRE, or engineering-led organizations, earning technical credibility quickly and bridging technical depth with business value. - Strong executive presence with the ability to tailor your message from hands-on engineers to VP-level decision-makers. - Sharp solutioning skills: you whiteboard clearly, simplify complexity, and craft compelling technical strategies even in ambiguous situations. - Hands-on fluency across modern cloud environments, CSPs, containers, Kubernetes, distributed systems, and API-driven architectures. - Solid working knowledge of observability, distributed tracing, and OpenTelemetry. - Comfort navigating code and implementation details across common languages and frameworks. - Strong instincts for unblocking deals, reframing challenges, and finding practical paths forward when things get ambiguous. - Experience owning POCs and technical evaluations end-to-end: defining success criteria, managing risk, and driving to a clear outcome. - A collaborative, cross-functional mindset with experience working alongside Product, Engineering, and GTM teams. - A point of view on where observability, developer tooling, and AI-assisted workflows are headed. - A growth and contribution mindset: you share what you know, build reusable assets, and make the people around you better. - Familiarity with MEDDPICC or Command of the Message is a plus. - Willingness to travel ∼20% for customer engagements, field events, and internal collaboration. Requirements - On Target Earnings (OTE) based on level of experience (Base + Commission): $185,500 - $218,500 USD. - Base Salary based on level of experience: $130,000 - $152,950 USD. Benefits - A stake in our success - generous equity with employee-friendly stock program. - Transparent pay based on levels relative to experience. - Time to recharge with unlimited PTO. - A distributed-first mindset and culture. - 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...

• Serve as a trusted advisor for a portfolio of strategic and enterprise customers, helping them realize business value from their investment in Honeycomb. • Own the post-sales relationship for a portfolio of accounts. • Translate business goals into actionable technical strategies and align customer use cases with Honeycomb capabilities.Build and grow relationships with senior stakeholders, technical champions, and executive sponsors to drive adoption, retention, and advocacy. • Lead and continuously improve customer lifecycle programs - onboarding, business reviews, stakeholder engagement, feature adoption, and expansion.Identify repeatable success patterns and scale best practices across the customer base, helping codify strategic motions for use by the broader team. • Represent the voice of the customer to Product, Engineering, and GTM teams to influence roadmap and prioritization. • Contribute to high-quality customer-facing content such as trainings, blog posts, white papers, and demos, making complex topics accessible to a broad audience. • Stay informed on industry trends in observability, cloud-native development, and OpenTelemetry, and advise customers on how to align their practices. • Collaborate with the broader team to expand Honeycomb’s presence and reputation across the region.

• Serve as a trusted advisor for a portfolio of strategic and enterprise customers, helping them realize business value from their investment in Honeycomb. • Own the post-sales relationship for a portfolio of accounts. • Translate business goals into actionable technical strategies and align customer use cases with Honeycomb capabilities.Build and grow relationships with senior stakeholders, technical champions, and executive sponsors to drive adoption, retention, and advocacy • Lead and continuously improve customer lifecycle programs—onboarding, business reviews, stakeholder engagement, feature adoption, and expansion.Identify repeatable success patterns and scale best practices across the customer base, helping codify strategic motions for use by the broader team. • Represent the voice of the customer to Product, Engineering, and GTM teams to influence roadmap and prioritization. • Contribute to high-quality customer-facing content such as trainings, blog posts, white papers, and demos, making complex topics accessible to a broad audience. • Stay informed on industry trends in observability, cloud-native development, and OpenTelemetry, and advise customers on how to align their practices. • Collaborate with the broader team to expand Honeycomb’s presence and reputation across the region.

• Serve as the primary People partner to the GTM leadership team - Sales, CS, Marketing and RevOps - attending staff meetings and acting as a true thinking partner on org strategy, talent, and performance • Support additional business functions as part of a broader PBP remit in partnership with your direct manager, bringing consistent people practices and partnership quality across all client groups • Partner with leaders and managers on the day-to-day work of running healthy organizations - hiring, onboarding, performance differentiation, and manager development • Coach managers through performance conversations, organizational change, and the everyday hard parts of running a team well • Lead complex employee relations matters end-to-end with the documentation rigor and judgment those calls require • Run the people cycles across your client groups - performance reviews, talent calibrations, compensation planning, engagement action planning, and promotions • Use people data to diagnose what’s actually happening across your orgs and bring clear recommendations to the leadership teams you support