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Strategic Account Executive
Remote - United States
What We’re Building
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 and more 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!
If you want to see what we’ve been up to, please check out these blog posts and Honeycomb.io press releases.
Who We Are
We come for the impact, and stay for the culture! We’re a talented, opinionated, passionate, fiercely inclusive, and responsible group of bees. We have conviction and we strive to live our values every day. We want our people to do what they truly love amongst a team of highly talented (but humble) peers.
How We Work
We are a remote-first company, which means we believe it is not where you sit, but how you deliver that matters most. We invest in our people and care about how you orient to our culture and processes. At the same time we imbue a lot of trust, autonomy, and accountability from Day 1. #LI-Remote
Little more about the team:
Joining the Strategic Sales team is an opportunity to be at the forefront of the observability revolution, helping cutting-edge engineering teams solve their most complex performance challenges. As part of a high-impact, fast-growing company, you’ll engage with forward-thinking customers, shape strategic deals, and work alongside a passionate team that values curiosity, transparency, and innovation. If you thrive in a dynamic environment, love tackling technical sales challenges, and want to be a key player in driving business growth, Honeycomb.io is the place to accelerate your career.
What you’ll do in the role:
- Drive new business growth by actively identifying, qualifying, and closing high-value opportunities with global enterprise customers.
- Develop and maintain deep, consultative relationships with executive stakeholders (C-level and key decision-makers), articulating Honeycomb’s observability value proposition.
- Own full-cycle sales from prospecting to contract negotiation and final close, collaborating cross-functionally with Sales Engineering, Marketing, and Customer Success.
- Create tailored account strategies for each major enterprise, leveraging market insights, usage data, and knowledge of complex tech stacks to showcase Honeycomb’s ROI.
- Utilize MEDDPICC framework (Metrics, Economic Buyer, Decision Criteria, Decision Process, Paper Process, Identified Pain, Champion, and Competition) to qualify opportunities, forecast accurately, and drive deals to close.
- Develop and execute multi-threaded sales campaigns, engaging multiple decision-makers and influencers across different levels and functions within target accounts.
- Map out organizational hierarchies and buying committees to identify key stakeholders, champions, blockers, and decision-makers.
- Drive personalized outreach through a mix of channels (email, phone, social media, in-person meetings) to create meaningful engagement at multiple levels.
- Partner closely with the Sr. Director Strategic Accounts to refine sales methodologies, iterate on go-to-market plays, and ensure continuous improvement in the enterprise segment.
- Champion customer feedback to internal teams, influencing product and business strategies that help expand Honeycomb’s presence in the global market.
What you’ll bring to the role:
- Strong enterprise software sales experience with a proven track record of success closing multimillion-dollar deals, ideally in observability, cloud infrastructure, or developer tooling.
- Demonstrated ability to sell into complex, global accounts—navigating multiple stakeholders, managing lengthy sales cycles, and crafting custom solutions at scale.
- Strong relationship-building skills at the C-suite/executive level, showcasing adeptness in negotiations and strategic account planning.
- Exceptional presentation and communication skills with a consultative approach that educates and influences high-profile clients.
- Experience partnering with leadership (e.g., CRO, VP-level) to shape sales strategies, messaging, and pipeline coverage in rapidly evolving startup environments.
- Mastery of advanced sales methodologies and CRM platforms, with a proven track record of optimizing pipeline management, forecasting accuracy, and cross-functional collaboration.
- Creative and strategic approach to pipeline building, leveraging innovative prospecting techniques to engage multiple stakeholders across an organization.
- This role requires someone who can think beyond traditional outreach methods, utilizing a mix of personalized messaging, social selling, account-based marketing tactics, and data-driven insights to generate high-quality opportunities.
On Target Earnings (OTE) for this role is USD $350,000- 400,000 based on level of experience (Base + Commission)
What you'll get when you join the Hive:
- 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 - Unlimited PTO and paid sabbatical
- A remote-first mindset and culture (really!)
- Home office, co-working, and internet stipend
- 100% employee/75% for dependents coverage for all benefits
- Up to 16 weeks of paid parental leave, regardless of path to parenthood
- Annual development allowance
- And much more...
Please note we cannot currently sponsor or support visa transfers at this time. Additionally, in compliance with applicable law, all persons hired will be required to verify identity and eligibility to work.
Diversity & Accommodations:
We're building a diverse and inclusive workplace where we learn from each other, and welcome nontraditional candidates, and people of all backgrounds, experiences, abilities and perspectives. Further, we (of course) follow federal and state disability laws and are happy to provide reasonable accommodations during the application phase, interview process, and employment. Please email talent@honeycomb.io to discuss accessible formats or accommodations. As an equal opportunity employer our hiring process is designed to put you at ease and help you show your best work; if we can do better - we want to know!
Privacy Notice:
If you apply for a job at Honeycomb and your application is unsuccessful (or you withdraw from the process or decline our offer), Honeycomb will retain your information after your application for a period of time in accordance with local laws. We retain this information for various reasons, including in case we face a legal challenge in respect of a recruitment decision, to consider you for other current or future jobs at Honeycomb, and to help us better understand, analyze and improve our recruitment processes.
For more information regarding our privacy practices please see the Honeycomb Privacy Notice.
If you do not want us to retain your information for consideration for other roles, or want us to update it, please contact privacy@honeycomb.io. Please note, however, that we may retain some information if required by law or as necessary to protect ourselves from legal claims.
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