Mid Market Account Executive, Honeycomb
$180-240k
OTE
$90-120k
BASE
+ Stock Program
More information about location
Observability platform for engineering teams
Open for applications
Observability platform for engineering teams
201-500 employees
Open for applications
$180-240k
OTE
$90-120k
BASE
+ Stock Program
More information about location
201-500 employees
Company mission
To give all software engineering teams the observability they need to eliminate toil and delight their users.
Role
Who you are
- 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 youAbility 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 closingYou share our values, and work in accordance with those values
- Plus: Experience with MEDDPIC/ CoM
What the job involves
- We’re looking for an Account Executive (AE) to take advantage of our strong market position to drive sales
- The ideal candidate will thrive in a fast-paced work environment that rewards initiative and judgment with autonomy and responsibility
- You should love the thrill of the hunt, and should have experience bridging technical benefits with business cases
- 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
Our take
Traditional processes of debugging apps and IT services are becoming obsolete due to the mass adoption of cloud-based tools. However, whilst cloud-based development presents a modern and unified solution to application building, frameworks for troubleshooting such services are not something all businesses are prepared for.
Honeycomb provides troubleshooting tools that allow cloud-based software developers to observe code on API tools, live applications and microservices. The troubleshooting dashboard is designed to be highly visual and user-friendly, allowing developers to diagnose cloud-based problems without having a deep understanding of computer science.
The company is building momentum after impressive revenue growth and a robust amount of funding. This is being channelled into geographical expansion and the development of its offerings. In 2025, Honeycomb signed a three-year strategic collaboration agreement with AWS and launched several new product advancements.
Steph
Company Specialist at Welcome to the Jungle
Insights
76% employee growth in 12 months
Company
Funding (last 2 of 7 rounds)
Apr 2023
$50m
SERIES D
Oct 2021
$50m
SERIES C
Total funding: $146.9m
Company benefits
- 100% covered medical, dental, vision, HSA, FSA, disability, and more
- Unlimited PTO, synchronous company break, paid sabbatical, and expressed minimum for time to recharge
- 401K retirement plans and fully paid life insurance
- Up to 16 weeks paid leave regardless of path to parenthood; flexible hours for returning parents and caregivers
- $10K to cover gaps in insurance, in support of adoption, surrogacy, preservation, and family-planning costs
- $600 per year to spend on the perks you care for most
- A stake in our success
- Generous new hire equity, and refresh grants
- Annual $1,500 development stipend; funding for cognitive coaching; and a focus on career pathing
- $500 new hire home setup stipend and $200/mo for wifi, phone and co-working
Company HQ
Union Square, San Francisco, CA
Leadership
Charity Majors
(CTO & Co-founder)Former Product Engineering Manager at Facebook and Infrastructure Tech Lead at Parse.
Christine Yen
(CEO & Co-founder)Former Engineer at Parse and IOS contractor at Ridejoy. Co-founder of Venuetastic. BSc in Computer Science from MIT.
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