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! You’ll join a high-performing, strategic sales team focused on moving Honeycomb further into the enterprise space. We’ve proven product-market fit, closed Fortune 500 logos, and built a pipeline that’s primed for the kind of enterprise sellers who know how to multi-thread, influence the C-suite, and navigate $500K–$1M+ ACV opportunities. This is not a role for a former mid-market rep trying to stretch—it’s built for enterprise closers who know the game and want to win it. What you’ll do in the role: - Own and drive complex, 6–12+ month sales cycles with Fortune 1000 and Global 2000 companies - Build strategic, multi-threaded relationships across engineering, DevOps, observability, and procurement leadership - Sell consultatively, bringing deep understanding of the customer’s business, technical landscape, and buying process - Collaborate cross-functionally with Solutions Architects, Product, and Customer Success to shape high-value, tailored deals - Deliver predictable pipeline growth, accurate forecasting, and exceed quota targets - Represent Honeycomb at key industry events, conferences, and executive briefings Qualifications - 5+ years of full-cycle enterprise SaaS selling experience, ideally in DevOps, observability, or cloud infrastructure - Proven ability to land $500K+ multi-year deals with complex buying committees - Strong executive presence with the ability to influence C-level stakeholders across technical and non-technical roles - Deep discovery, storytelling, and consultative selling expertise - A track record of building champions and navigating enterprise buying cycles with precision - Grit, ambition, and a bias for execution—someone who thrives in fast-paced, high-ownership environments - Experience leveraging MEDDPICC, Command of the Message, or similar enterprise sales frameworks Requirements - On Target Earnings (OTE) based on level of experience (Base + Commission) $275,000 — $300,000 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...

• Hit the ground running by crafting and executing a strategic sales plan, diving into a pool of prospects and developing solid relationships that lead to fruitful business opportunities. • Actively manage the full sales cycle—qualifying leads, nurturing prospects, and closing deals—while working closely with our top-notch presales team. • Engage deeply with key decision-makers, ensuring they understand the transformative power of our solutions, and how they can leverage Verint to enhance their customer experience. • Leverage your creativity and insight to develop strategies that resonate well in the marketplace, driving demand and interest in our offerings. • Collaborate seamlessly with marketing to capitalize on campaigns, product launches, and promotions that resonate with your target audience. • Create and execute a regional sales plan including prospecting, developing pipeline and closing opportunities • Qualify and manage leads through the full sales cycle • Develop and maintain strong relationships with key decision makers • Support and leverage field marketing, product launches, product promotions, and other lead or sales generating programs • Effectively gather intelligence on markets, prospects, and competition using various resources • Meet or exceed quota expectations

• Identify and pursue new business opportunities with biotechnology and biopharma companies; positioning Culture’s products and services to solve key technical challenges in bioprocess development. • Build and deepen relationships across customer organizations; understanding client needs, buying patterns, and org structures to drive bookings and revenue. • Assess client project needs and recommend Culture solutions that align with their milestones and scientific objectives. • Construct and present compelling proposals and structured deals that clearly communicate the value of partnering with Culture. • Negotiate contracts and collaborations with prospective clients. • Maintain consistent communication and follow-up with customers to maximize satisfaction, loyalty, and repeat business. • Execute Go-to-Market strategy and contribute to marketing plans. • Become a subject matter expert on Culture’s technologies and services to confidently identify and qualify opportunities. • Attend trade shows and conferences; organize and lead community events in your territory to network and generate leads. • Collaborate cross-functionally to foster a culture of collaboration, reliability, and innovation.

• You will support our sales team with tenders, sales presentations and other exciting tasks • Proactively identify and develop qualified leads, acquire new customers and build sustainable customer relationships • Monitor competitors for strategic partner acquisition and identify growth opportunities • Implement and evaluate lead-generation activities across our digital channels • Support the creation of social posts and landing pages • Regularly prepare sales and marketing performance analyses • Organize (virtual) events together with us and assist with planning, execution and follow-up • Manage and contribute to strategic partnerships • Collaborate on and support special tasks and projects • Ensure a consistent brand presence in line with the current corporate design and contribute significantly to Avvale’s external image