Strategic Account Executive

Strategic Account Executive

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!

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.

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 :

On Target Earnings (OTE) based on level of experience (Base + Commission)

$350,000 - $400,000 USD

What you'll get when you join the Hive :

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.

Phishing and Recruitment Scam Warning :

We take your security seriously. Please be aware that recruitment scams are increasingly common and scammers may create email addresses or websites to impersonate Honeycomb employees. To help protect you :

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Diversity & Accommodations :

We're committed to building a diverse, inclusive, and equitable workplacewhere people of all backgrounds, identities, experiences, and abilities are welcomed, valued, and supported. We recognize that there is no single path to success and embrace nontraditional career journeys and diverse perspectives as key to building stronger, more innovative teams.

We strive to ensure an inclusive experience throughout every stage of our hiring process and are happy to provide reasonable accommodations as needed. If you require accommodations or accessible formats at any point during our hiring process, please let your recruiter know.

As an equal opportunity employer our hiring process is designed to put you at ease and help you show your best work. If there's anything we can do to improve your experience, we're always open to feedback.

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.