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) based on level of experience (Base + Commission)
$350,000-$400,000 USD
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 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...
