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...