Mid Market Account Executive, Honeycomb
West Coast
$175-250k
OTE
+ Equity
More information about location
Observability platform for engineering teams
Job no longer available
Observability platform for engineering teams
201-500 employees
Job no longer available
$175-250k
OTE
+ Equity
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
- 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
- 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 to engineering teams at small to medium customers, especially with a land-and-expand pattern
- A strong understanding of the software development life cycle, preferably gained by selling software products that target a part of it
- Experience managing a sale that involves technical integration prior to purchase
- Experience working with customer champion to scope an achievable, valuable POC to appeal to the buyer
- A true desire to see customers benefit from the investment they make with you
- Able to provide high degree of major account management and control
- Work under minimal supervision on complex projects
- Ability to leverage established relationships and proven sales techniques for success
- Effective communicator (written/verbal), strong interpersonal skills
- Motivated, driven and results oriented
- Preferred experience in negotiation, presentation and closing
- You 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
- 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 mid-market and large 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
- Travel as necessary to accounts in order to develop relationships and close large opportunities
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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