Strategic Account Executive

August 8

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Honeycomb.io

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SaaS • Enterprise • Artificial Intelligence

Honeycomb. io is an observability platform designed to provide comprehensive insights into application performance. It unifies logs, metrics, and traces into a single data type, allowing engineers to quickly diagnose and resolve issues. Honeycomb. io offers features like distributed tracing, anomaly detection, and service maps to help teams enhance system visibility and operational efficiency. It integrates with popular cloud services like Amazon Web Services and Kubernetes, and supports technologies such as OpenTelemetry. Honeycomb. io aims to enable engineering teams to deploy confidently, reduce incident response times, and improve overall productivity.

51 - 200 employees

Founded 2016

☁️ SaaS

🏢 Enterprise

🤖 Artificial Intelligence

📋 Description

•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.

🎯 Requirements

•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.

🏖️ 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 - 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...