Mid Market Account Executive

🕒 Julho 24

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Honeycomb.io

SiteLinkedInTodas as Vagas

51 - 200 funcionários

Fundada em 2016

☁️ SaaS

🏢 Corporativo

🤖 Inteligência Artificial

SaaS • Enterprise • Artificial Intelligence

A Honeycomb. io é uma plataforma de observabilidade projetada para fornecer visibilidade de alta fidelidade em sistemas de software complexos sem incorrer em altos custos. Com recursos como análises de log, rastreamento distribuído e coleta de métricas, ela unifica todos os dados de observabilidade em uma única plataforma, tornando-os acessíveis e gerenciáveis para equipes de engenharia. A Honeycomb suporta várias integrações e enfatiza consultas rápidas e métricas personalizadas para aprimorar o ciclo de desenvolvimento de software.

Descrição

• 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.

🎯 Requisitos

• 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

🏖️ Benefícios

• 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...