Strategic Account Executive

🕒 September 23

🇺🇸 United States – Remote

⏰ Full Time

🟡 Mid-level

🟠 Senior

🧑‍💼 Account Executive

👻 Ghost score 15%

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Honeycomb.io

WebsiteLinkedInAll Job Openings

51 - 200 employees

Founded 2016

☁️ SaaS

🏢 Enterprise

🤖 Artificial Intelligence

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.

📋 Description

• Identify, qualify, and close high-value opportunities with global enterprise customers • Develop and maintain consultative relationships with executive stakeholders and articulate Honeycomb’s observability value proposition • Own the full sales cycle from prospecting through contract negotiation and final close • Collaborate with Sales Engineering, Marketing, Customer Success, and the Sr. Director Strategic Accounts • Create tailored account strategies using market insights, usage data, and complex technology-stack knowledge to demonstrate ROI • Use the MEDDPICC framework to qualify opportunities, forecast accurately, and drive deals to close • Develop and execute multi-threaded sales campaigns • Map organizational hierarchies and buying committees • Drive personalized outreach through email, phone, social media, and in-person meetings • Refine sales methodologies and go-to-market plays • Champion customer feedback internally to influence product and business strategies

🎯 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, navigate multiple stakeholders, manage lengthy sales cycles, and craft custom solutions at scale • Strong relationship-building skills at the C-suite/executive level • Adeptness in negotiations and strategic account planning • Exceptional presentation and communication skills with a consultative approach • 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 • Proven track record of optimizing pipeline management, forecasting accuracy, and cross-functional collaboration • Creative and strategic approach to pipeline building • Experience with personalized messaging, social selling, account-based marketing tactics, and data-driven insights • Must be able to verify identity and eligibility to work • Honeycomb cannot currently sponsor or support visa transfers

🏖️ Benefits

• Generous equity with employee-friendly stock program • Transparent pay based on levels relative to experience • Unlimited PTO • 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

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