Head of Sales, Honeycomb
EMEA
£290-330k
OTE
+ Equity
Expert level
Remote in UK
Provides full stack observability and analysis
Be an early applicant
Provides full stack observability and analysis
201-500 employees
B2BBig dataAnalyticsSaaS
Be an early applicant
£290-330k
OTE
+ Equity
Expert level
Remote in UK
201-500 employees
B2BBig dataAnalyticsSaaS
Company mission
To give all software engineering teams the observability they need to eliminate toil and delight their users.
Role
Who you are
- We’re seeking a dynamic and proven sales leader with the ability to inspire teams, navigate complex enterprise sales cycles, and deliver exceptional business results
- As a leader in the observability space, you’ll thrive in a fast-paced, technical environment and bring an entrepreneurial spirit to solving customer challenges
- Proven Leadership: 10+ years of enterprise sales experience, with at least 5 years in a sales leadership role managing geographically distributed teams
- Team Builder: Experience building a high-performing, motivated sales team that exceeds ambitious revenue goals. Develop the next generation of sales leaders through mentorship and strategic vision
- Industry Knowledge: Deep familiarity with SaaS sales and selling technical solutions to technical buyers, particularly in DevOps, SRE, or Observability. Experience in usage based licensing models
- Methodical Execution: Mastery of sales methodologies such as MEDDICC, Command of the Message, Challenger selling
- Customer Engagement: Exceptional ability to engage, build relationships with, and influence C-level executives within large enterprise organizations
- Operational Excellence: Strong forecasting, reporting, and operational rigor to manage a data-driven sales organization. Partner cross-functionally to align customer-centric strategies that fuel long-term success.Cultural Fit: A collaborative, transparent, and motivational leader who exemplifies ownership and accountability
What the job involves
- As the Head of Sales for EMEA, you will own the success of our sales organization across Europe, the Middle East, and Africa, predominantly focused on the United Kingdom and Continental Europe (Nordics, Benelux, Germany). Building and leading a high-performing team of Account Executives, you’ll drive the land and expand motion of our SaaS-based observability platform across multiple verticals
- This is a rare opportunity for a seasoned enterprise sales leader to shape the EMEA sales strategy and execution, directly impacting the growth trajectory of our company
- Your role will focus on creating a cohesive sales culture, ensuring disciplined execution, and delivering sustained business growth. Cross-functional collaboration with Marketing, Sales Development (SDR), Customer Success, and Product will be essential to align efforts and amplify customer outcomes
- Healthy and Inclusive team builder
- Recruit, develop, and retain top-tier talent, ensuring a high-performing and motivated sales team
- Build and maintain a scalable go-to-market model that drives growth across diverse customer segments (large and mid market accounts)
- Strategic thinking that moves mountains
- Define and execute the EMEA sales strategy, aligning with overall company goals
- Serve as the face of the company in EMEA, fostering relationships with key customers, partners, and stakeholders
- Stay informed on market trends and the competitive landscape to adapt strategies and capitalize on emerging opportunities
- Maintain deep knowledge of the product portfolio, ensuring the team can effectively communicate value propositions and differentiate offerings
- Courageous communicator and motivator
- Engage and build strong relationships with prospects and customers through one on one and event based engagement
- Consolidate customer voice and feedback as the channel to the company for the needs of the EMEA customer base
- Partner with Marketing to align on campaigns, drive demand generation, support field events, and increase customer engagement
- Collaborate with Product and Customer Success to ensure customer needs are understood and exceeded throughout the customer lifecycle
- Advocate for customer feedback to inform product roadmap decisions
- Support our partner strategy in region, building and cultivating a strong network of go-to-market and implementation partners
- Develops self and others
- Provide consistent coaching and mentoring to Account Executives, cultivating their growth and readiness for greater responsibility
- Foster a culture of accountability, collaboration, and continuous learning
- Think like an owner Ensure predictable revenue growth through the disciplined application of sales methodologies such as MEDDICC and Command of the Message
- Drive our land and expand strategy in the region, meeting/exceeding new logo and expansion targets
- Oversee pipeline development, deal execution, and accurate forecasting to meet and exceed revenue targets
- Personally engage at C-level within key enterprise accounts, driving strategic opportunities and resolving escalations effectively
- Think like an owner
- Ensure predictable revenue growth through the disciplined application of sales methodologies such as MEDDICC and Command of the Message
- Drive our land and expand strategy in the region, meeting/exceeding new logo and expansion targets
- Oversee pipeline development, deal execution, and accurate forecasting to meet and exceed revenue targets
- Personally engage at C-level within key enterprise accounts, driving strategic opportunities and resolving escalations effectively
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 currently something many 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, thus allowing developers to diagnose cloud-based problems without having a deep understanding of computer science.
The company is building on its 2022 momentum after achieving another consecutive year of 2x revenue growth, driving 160% net revenue retention for its 600+ customers around the globe. Series D awarded in 2023 will be channelled into geographical expansion and supporting its products. Honeycomb’s approach is unique as it is facilitating the harmonious deployment of cloud-based debugging tools in a landscape where such services are essential yet difficult to understand.
Steph
Company Specialist at Welcome to the Jungle
Insights
Led by a woman
Top investors
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 values
- Fast And Close To Right Is Better Than Perfect - Take pride in your craft and ship relentlessly. Be like our storage engine: 99% right in milliseconds is better than 100% right in an hour. Code in production is worth two in canary
- We Hire Adults - Pay attention to your mind and body so you can give and get help. All of us wobble, and being transparent about that means we can support each other. Participate fully in collaboration, coaching and management. If any group of us were together in a car on a long road trip, there would be no need for a dividing line in the back seat to keep people from hitting each other
- Everything Is An Experiment - Don’t get attached to specific outcomes, as they can prevent you from moving forward. Construct your experiments with purpose, evaluate them with honesty, share your results, and iterate. Failure is a constant, it’s what we learn that matters
- Feedback Is A Gift - Give feedback freely, give gently, give timely, but give. Listen first, listen intently, and celebrate each other’s growth. We are a high-trust and high-transparency team, and this requires us all to dig deep. Discomfort is temporary. We polish each other like diamonds
- Act With Autonomy And Ownership - Come curious. Focus on impact over output. Be generous with your ideas and use your judgment. Optimize for our collective success, not individual glory. Kill your darlings. Be bold, shake it up, and don’t assume the way things are was on purpose. Do it with style
Company HQ
Union Square, San Francisco, CA
Articles
Leadership
Charity Majors
(CTO)Former Product Engineering Manager at Facebook and Infrastructure Tech Lead at Parse.
Christine Yen
(CEO)Former Engineer at Parse and IOS contractor at Ridejoy. Co-founder of Venuetastic. BSc in Computer Science from MIT.
Share this job
View 3 more jobs at Honeycomb